Alliance Science

The Debut Workshop was a success

Thanks go out to Ted Kramer of RE/MAX Allegiance of Arlington, VA to his support in hosting the first Relationship Selling Workshop on Tuesday, January 22nd.  Reportedly, the biggest value for most attendees was the accessment of sales skills regarding social, emotional and motivational measures and the ability to share and get feedback on personal challenges.

What did I learn?

I learned that I have 8 hours of valuable information and topical discussion that can't be fit into the desired 60 to 90 minute workshop format.  Fortunately, I adroitly modified the materials on the spot; the workshop lasted the promised 1 hour and we wrapped up for 15 minutes.  So what do I do with all this material?

Look out for the coming series of Advisor Alliance Workshops, where attendees discover a system to leverage their current client and prospect appointments into 8 to 12 appointments with their ideal client prospect, automatically.  Discover what you want, what you need and a way literally blow-up your business. 

What to do when Orchestrating a Tip

The other day, I went into a cash-only barber shop I'd not yet patroned based on a casual and more logistic referral.  In these parts, a typical clipper cut will run you around $12.00.  You can expect a friendly smile, personable conversation if you reciprocate, a straight razor shave of the neck and some special attention to keep the eyebrows, ears and nose looking socially suitable.  If things went as they should, I expected to tip 20% and rounding up to the nearest dollar I intended to leave $3.00.

Then right after I inspected my neck-line in the mirror, the barber did something I did not expect.  She appropriately and motherly started massaging my neck and upper back and scalp.  This went on for a very pleasurable few minutes as it was more theraputic than a mere gesture.  Then I was ready to pay. 

As most patrons would have, I only had a $20.00 bill.  Now, before I got off the chair, I knew that I wasn't going to ask for any change back.  And I admiringly and willingly made that decision. 

Now, Robert B. Caildini, author of Influence: The Psychology of Persuasion, may argue differently, and maybe because I understood clearly which not-so-subtle law of social commerce was being practiced, I respected even more what my genuine barber was doing.

Some commission reliant sales people such as waiters and delivery providers undoubtedly understand this technique.  But all service and product providers must understand that they can be compensated far beyond what is immediately expected and all sales people can be substantially "tipped."

Doing what is expected is good.  It's doing your job; it's expected.  We get paid to provide satisfactory results.  Too many of us get paid the same whether we provide outstanding results or disappointing results, but regardless, less than expected results will not sustain most businesses in a normal world.

So, what do you do that knock's it over the top, that makes you irresistable to your clients?  What do you do that can actually pay you more per transaction? 

How NOT to Introduce a Referral

1. I gave them your card, did they call you, yet?
2. They know me, just call them and mention my name
3. Yes, I have a friend who is looking to buy a... and I mentioned your name!
4. What will you do for me if I pass your name along?
5. I don't know if they need your... but they seemed nice
6. Give me your brochure and I'll give it to them
7. I'm not comfortable giving their name to anyone, but they said they're buying a...
8. Before I pass your name along, what's your price?
9. My friend just bought a...!
10. I didn't know you do that!
11. No, I don't know anybody
12. Yes, I gave your name along with 2 others, so they can shop around

What do you Accomplish when you Attend a Networking Event?

Most business networking events are broken. 

Most networkers understandably go to promote ourselves, ready to give their "elevator pitch" when someone asks or not.  They routinely grab business cards, whether they intend to follow-up or not.  And some networkers can't resist the urge to push their cards onto everyone they meet.

Some networkers are better than others.  They politely ask questions and listen to what others do and are interested in.  Some even promise to help some of the people they meet in some way and do follow-up. 

Sometimes, it's just to continue relationships with people already known.  Just showing up help promote the "brand."

Why do all these people insist on meeting?

Here's one better way to help all these people get what they want at a networking event.  So, grab the first person you meet, ask for 5 or 6 cards and ask them their favorite problems they like to fix as a professional and for whom they love to fix that problem.  Then, when it is polite to do so, turn to someone nearby, introduce them to your new friend, tell them the solution they fix and ideally with whom, ask them if they would like your new friends' business card and ask them how you both could help your new friend.  Repeat 4 or 5 times and start over. 

You didn't know it, but you just assumed the best job in the house, you're truly hosting the event, whether it is yours or not.  Try it and comment on how it works.

Imagine if you Doubled your Sales this Year...

If you need to substantially increase your sales by not doing more but doing it differently, then attend this FREE Relationship Selling Workshop.  If you have anything to do with increasing the revenue of your company or business, here are the three big take-aways from this interactive workshop:

1. Self assessments to track your skill level, drive and performance
2. Open discussion to learn other's best practices and improve your own
3. Connect, help and be helped by other profit-seekers

__________________________________________________________________________________

Free Workshop
Tuesday, January 22nd, 8:30 AM
RE/MAX allegiance Training Office
3315 Lee Highway
Arlington, VA 22207
What would feel like to triple the number of appointments with ideal prospects each week?

That’s one possible outcome if you implement one of the ideas and strategies which will be shared and discussed in this FREE, round-table style Relationship Selling Workshop

• What are the best practices of local salespeople who set client appointments consistently through referral sources?
• How many more client appointments a week would it take to double your sales?
• What are the least expensive ways to get your phone to ring, consistently?
• How do others keep motivated despite the month or market?
• What are better alternatives to chamber events and leads groups to find consistent referral sources and new customers?

At the end of the hour and fifteen minute workshop, you will have:

• Completed a simple and powerful mini-plan to dramatically increase your sales
• An idea of where you need to focus your marketing dollars if you have a marketing budget or not
• An understanding where the break-downs of your sales and marketing process occur and how to fix them

YOU MUST REGISTER FOR THIS EVENT

EMAIL Workshop at ownershelp.com with your name, telephone number and company name and we’ll send you the workshop materials and event information you’ll need to be ready to participate.