Alliance Science

So you say you Sell Value -- Do you Hire Values?

Are you values driven?  If you aren't, then what are the chances that your sales force is?

Ask yourself these questions:

• How do you hire a sales force to fit your culture?
• What are the top 10 questions to identify a top producing sales rep?
• Have you identified the characteristics, skills or values of which your entire force is guided?

Here's an exercise to help you develop a values driven sales culture.  Amazingly it takes only a few minutes to start.

1. From the list below, create a short list of values which resonate success in your environment.  Use the list as a guide; add to the list if necessary.
2. Narrow your selection to no more than 10
3. Next to each value, write a few sentences describing what the value means to you and your team
4. Important:  List the daily or weekly behaviors which quantify the success of the value
5. Post the values for everyone to see
6. Meet weekly as a group and share reports on how your new successes reflect the team values

Involve each of your sales people and allow them to contribute to the list.  This has amazing team building value!

Abundance, Communication, Consistency, Creativity, Discipline, Effectiveness, Gratitude, Honesty, Humility, Imagination, Impact, Integrity, Leadership, Learning, Mastery, Passion, Persistence, Philanthropy, Structure, Systemization, Trust, Accountability, Advancement and promotion, Appreciation, Awareness, Celebrity, Challenging problems, Compassion, Contribution, Cooperation, Curiosity, Decisiveness, Dependability, Determination, Diligence, Discovery, Dreaming, Empathy, Encouragement, Enjoyment, Excellence, Exploration, Focus, Personal development, Personal Growth, Persuasiveness, Problem Solving, Prosperity, Sincerity, Spirituality, Succeed; A will to-, Truth, Vision, Willingness, Acceptance, Accessibility, Accomplishment, Accuracy, Achievement, Acknowledgment, Activeness, Adaptability, Adoration, Adroitness, Adventure, Affection, Affluence, Aggressiveness, Agility, Alertness, All for one & one for all, Altruism, Ambition, Amusement, Anticipation, Approachability, Articulacy, Arts, Assertiveness, Assurance, Attentiveness, Attractiveness, Audacity, Authority, Availability, Awe, Balance, Beauty, being around people who are open and honest, Being the best, Belonging, Benevolence, Bliss, Boldness, Bravery, Brilliance, Buoyancy, Calmness, Camaraderie, Candor, Capability, Care, Carefulness, Caring, Certainty, Challenge, Change, Charity, Charm, Chastity, Cheerfulness, Clarity, Cleanliness, Clear-mindedness, Cleverness, Close relationships, Closeness, Collaboration, Comfort, Commitment, Community, Competence, Competition, Completion, Composure, Concentration, Concern for others, Confidence, Conformity, Congruency, Connection, Consciousness, Content over form, Contentment, Continuity, Continuous improvement, Control, Conviction, Conviviality, Coolness, Coordination, Cordiality, Correctness, Country, Courage, Courtesy, Craftiness, Credibility, Cunning, Customer satisfaction, Daring, Decorum, Deference, Delight, Delight of being, Democracy, Depth, Desire, Devotion, Devoutness, Dexterity, Dignity, Direction, Directness, Discretion, Diversity, Dominance, Drive, Duty, Dynamism, Eagerness, Ease of Use, Ecological awareness, Economic security, Economy, Ecstasy, Education, Efficiency, Elation, Elegance, Endurance, Energy, Entertainment, Enthusiasm, Equality, Ethical practice, Excitement, Exhilaration, Expectancy, Expediency, Experience, Expertise, Expressiveness, Extravagance, Extroversion, Exuberance, Fairness, Faith, Fame, Family, Family feeling, Fascination, Fashion, Fast living, Fearlessness, Ferocity, Fidelity, Fierceness, Financial gain, Financial independence, Firmness, Fitness, Flair, Flexibility, Flow, Fluency, Fortitude, Frankness, Freedom, Friendliness, Friendship, Frugality, Fun, Gallantry, Generosity, Gentility, Giving, Global view, Good will, Goodness, Grace, Gregariousness, Growth, Guidance, Happiness, Hard work, Harmony, Having a family, Health, Heart, Helpfulness, Helping other people, Helping society, Heroism, Holiness, Honor, Hopefulness, Hospitality, Humor, Hygiene, Impartiality, Independence, Industry, Influencing others, Ingenuity, Inner harmony, Inner peace, Innovation, Inquisitiveness, Insightfulness, Inspiration, Intellectual status, Intelligence, Intensity, Intimacy, Intrepidness, Introversion, Intuition, Intuitiveness, Inventiveness, Investing, Involvement, Joy, Judiciousness, Justice, Keenness, Kindness, Knowledge, Liberation, Liberty, Liveliness, Location, Logic, Longevity, Love, love of (patriotism), Loyalty, Majesty, Making a difference, Market position, Maturity, Maximum utilization (of time and resources), Meaning, Meaningful work, Meekness, Mellowness, Merit, Meticulousness, Mindfulness, Modesty, Money, Motivation, Mysteriousness, Nature, Neatness, Nerve, Non-violence, Obedience, Open-mindedness, Openness, Optimism, Order, orderliness, Organization, Originality, Outlandishness, Outrageousness, Peace, Perceptiveness, Perfection, Perfection (e.g. of details), Perkiness, Perseverance, Physical challenge, Piety, Playfulness, Pleasantness, Pleasure, Poise, Polish, Popularity, Positive attitude, Potency, Power, Practicality, Pragmatism, Precision, Preparedness, Presence, Preservation, Privacy, Pro-activity, Professionalism, Progress, Prudence, Public service, Punctuality, Purity, Quality of what I take part in, Quality of work, Quality relationships, quietude, Realism, Reason, Reasonableness, Recognition, Recreation, Refinement, Reflection, Regularity , Relaxation, Reliability, Religion, Religiousness, Reputation, Resilience, Resolution, Resolve, Resourcefulness, Respect, Respect for others, Responsibility, Responsiveness, Rest, Restraint, Results-oriented, Reverence, Richness, Rigor, Romance, Rule of Law, Sacredness, Sacrifice, Safety, Sagacity, Saintliness, Sanguine, Satisfaction, Satisfying others, Security, Self-control, Self-givingness, Self-reliance, Self-respect, Selflessness, Sensitivity, Sensuality, Serenity, Service, Sexuality, Sharing, Shrewdness, Significance, Silence, Silliness, Simplicity, Skill, Skillfulness, Solidarity, Solitude, Sophistication, Soundness, Speed, Spirit, Spirit in life (using), Spontaneity, Spunk, Stability, Standardization, Status, Stealth, Stillness, Strength, Success, Supervising others, Support, Supremacy, Surprise, Sympathy, Synergy, Teamwork, Temperance, Thankfulness, Thoroughness, Thoughtfulness, Thrift, Tidiness, Time freedom, Timeliness, Tolerance, Tradition, Traditionalism, Tranquility, Transcendence, Trustworthiness, Understanding, Unflappability, Uniqueness, Unity, Usefulness, Utility, Valor, Variety, Victory, Vigor, Virtue, Vitality, Vivacity, Warmth, Watchfulness, Wealth, Willfulness, Willingness, Winning, Wisdom, Wittiness, Wonder, Work under pressure, Work with others, Working alone, Youthfulness, Zeal

What would you add to the list?

When Do You Stop Trying to get your Prospect's Attention?

Never.

If you do get your prospect's attention and the response is negative, ask for forgiveness and a favor. 

Yes, a favor.

Let them vent, first and all the way, the angrier the better, as long as they don't hang up or leave.

Why?  Do yourself a favor:  Try it until it works, then post a comment asking why.

Photo credit:  Do me a favor and let me in... Beatlesgirl7

Whadayadoo? How to Answer that Question at a Networking Event and Turn it into an Appointment within 60 Seconds

Part 1 or a 4-part tele-workshop series

Free Tele-workshop for Sales and Marketing Professionals, Sales Managers, Business Owners and Solo-preneurs

“What Do You Do?”  How to Answer that Question at a Networking Event and Turn it into an Appointment within 60 Seconds

•    When you’re asked, “what do you do?” at a business-networking event, how often do you leverage your answer into an appointment immediately?
•    How often do people contact you to ask about your services after the event?
•    During these financially challenging times, what do you say to drive more meetings with prospects who need you?
•    Do you know exactly what you must say to capture immediate attention, interest and desire in order to thrive in any economy?

If you are worried about how you are going to grow your business in the coming months, then you MUST be on this call:

“What Do You Do?” -- Attend the Whadayadoo Tele-workshop

The first call is absolutely FREE.

Wednesday, November 12th, 2008
10:15 AM Pacific / 12:15 PM Central / 1:15 PM Eastern

During this first call, you will:

1.    Develop powerful, customized language to command attention and compel the interest of your listener
2.    Learn what NOT to say when asked, “what do you do?”
3.    Network and meet potential strategic partners within the workshop
4.    Understand the power of Specialization
5.    Decide on exactly who you want to help
6.    Discover a powerful system to inspire 4 out of every 5 participants you talk with to commit to follow-up

Register TODAY for this valuable call at NO CHARGE!

In order to receive the telephone number and bridge code, you must register at http://whadayadoo.eventbrite.com/

Each Sales Professional Must Promote Her Own Brand

Writers do it; Actors do it; Radio hosts do it -- Are you doing it?

Many thanks for the gift and inspiration of Li Evans, who interviewed a produced content for guests of Blog Potomac, Washington DC's first blogger round-up and unconference. 

Whether you're and account manager, inside sales, part of sales team, or sales support, your company will benefit from the power of your personal brand.

What are you doing to build your credibility, visibility and even celebrity using the communication tools available on the world wide web, today?

What do You do 10 minutes after a Meeting?

How long do you wait before you next contact a prospect, business partner or acquaintance and how?

Sounds like the question, "how long do you wait to call after the first date?"  In a way, it's the same question, although if you're properly controlling the process, before you leave the meeting, you agree to a specific next step and never a "think about it." 

More specifically, when is the optimal time to communicate, "thank you"?

10 minutes after you meet. 

Yep, 10 minutes.  It's especially important after you've met with prospects or clients.  The fact is, right after you meet with a service provider is when you have questions or concerns.  Doubt it?  Pay attention to what you're thinking about just after a meeting and write down the questions you're asking.  This is happening with your customers, too.

The good news is you have a few ways to communicate this.  The best way to know the best and easiest way to say thank you is to ask during your consultation, "which communication medium do you prefer; email, telephone, mail?"  Make sure you have their cell phone, text them if they prefer email; call them if they like the telephone.

Bonus practice:

During your consultation assure your prospect that, "there's no dumb questions."  Now, when you call within 10 minutes of parting, you can say, "Just a quick call to thank you for taking the time to meet with me.  I'm looking forward to working with you.  Is there any question I can answer which you may have just thought of since we left each other?  Remember, there's no dumb questions." 

This is especially important if you've met with more than one person.  There's always a conversation just after a meeting.  There's always questions.

An immediate, "thank you," impresses new networking partners, too.  And don't forget the power of the hand addressed, hand written, personal note card.  It always gets opened and read.

What's your best practice on follow-up? 

Photo credit:  Todd Hryckowian

Four More Different Words

Create Powerful Client Networks

Sage Seth Godin says you or your company "have the opportunity to create value by connecting their clients to each other."  This idea is the most powerful underpinning of Word of Mouth (WOM) marketing.  In fact, in addition to value for your clients, you have the chance to create a sales phenomenon if you're excellent.

Your entire business to include product and service design AND marketing plan should be built with this directive in mind.  In fact, your customer service system should be be embedded with this philosophy.

Word-of-Mouth marketing and Social Media consultant Jeremy Epstein cements the point:

Create an environment (aka a platform) where folks can learn from each other and your position as Social Object is strengthened, which is exactly what you want.

Sales professionals (and/or their marketing colleagues) who believe referrals are the lifeblood of their business need to become Social Objects.  Yes, what you learned in high school is right -- it's a popularity contest and it's cool to be different.

Photo credit:  Gaping Void -- More thoughts on Social Objects

So how do you become a Social Object?

Besides the now obvious combination of traditional and Web 2.0 (there, I said it) vehicles such as write a book, write articles, hold a seminar, blog, exploit LinkedIn and Facebook, how can you create value for with your prospects or customers?

• Create a monthly or weekly public event featuring a different client each time. 
• Celebrate a personal victory or achievement for your client to which their friends, family members and clients are invited
• Hold a case study review of your top clients inviting their clients to participate
• Throw a surprise party for your client (How do you do that? Stay tuned)

So, please comment, how do you turn your client into a Social Object?

Four Different Words

Unique service; deliver differently.

I go to Starbucks because I'm part of a large demographic who feels rich when they spend a relatively small amount of money on a lifestyle luxury to receive a consistently stronger cup of coffee in an easy to find meeting place.  I keep coming back because they manned-up and replaced my prescription eye-wear when it was accidentally misplaced by one of the store's management a few years ago.

People talk about you when they are surprisingly delighted.  Do more than your customer expects and they will talk about you.

Solve a problem or fulfill a desire better than the rest of the marketplace.

Find out what customers expect and then come to agreement and publicize what they can expect.

Tell a story people enjoy believing and then make it necessary for them to be a part of it.

Which is More Important, Promotion or Belief?

Your biggest competitor isn't other companies.

Seth Godin makes the great observation that promotion misses the bullseye without personal belief and pride in the service or product.

80% of the mail and promotion I get (and 98% of the ads) fall into this category. The enthusiasm of commerce, not of belief and pride.

The Oxford American Dictionary defines promotion as, "activity that supports or provides active encouragement for the furtherance of a cause, venture or aim."

Have you ever said, "I can sell anything if I believe in it?"  Technique and activity are equally important but sterile without passionate conviction. 

• Do you believe that every one or every company and their decision makers who meet your target profile would be better with your product or service?
• Is everyone a prospect until they convince you through proper needs-matching that they aren't?
• Are you the best of breed, have great customer delivery and a product or service that is designed to deliver beyond expectations?

If you lack faith in your selling abilities or your company's services or products, what do you to bring forth the conviction which delivers the sale?

Need a prayer?  Discover The 10 Big Breakthroughs in a Salesperson's Life and learn what I know -- Automatic Appointments is the best to double your sales activities with ideal prospects. 

Photo credit:  JDillon

Digital Selling VS Analog Selling

How well can one develop a relationship with a prospect and sell their product or service without meeting or speaking on the telephone?

Photo: Peter Mertens

As many Seth Godin readers do, I often read the posts from which other bloggers trackback their responses to Godin's pearls of wisdom.  After reading Mr. Godin's post, I read trainer and blogger, Jason Womack's thanks for inspiration in which he mentioned he was presenting to a roomful in nearby capitol, Washington DC.  Then somewhere during my blog trekking to find examples of Internet radio business interview websites, I stumbled across, guess who, again in the same day.  I must have liked what he had to say because minutes later I found myself on the phone leaving Jason a message inviting him to lunch or dinner if he could squeeze it in on short notice.  Genuine as he is, Jason politely called me back to thank me for reaching out and even though he was understandably booked this trip, we agreed to talk within the next few weeks.  We may turn out to be strategic referral partners or clients of one another and most likely new friends.

Friend and Buzzter, Geoff Livingston, sourced other bloggers to understand how to transcend the limits of the digital Web 2.0 (there, I said it) approach to developing personal relationships.  He sites Ms. Toby Bloomberg's question, "when was the last time you talked, listened, laughed and learned with" your clients and Aaron Brazell's friendship with Shashib which started from Twitter tweets.  It seems you can only get so deep through public correspondence alone.

How does one use Social Networking to enhance Sales?

Journalist, Elaine Appleton Grant, reports on how to use Facebook and Linkedin to enlarge one's network.  Wallstreet Journal staff reporter, Shelly Banjo, shares on how to get the blogosphere to comment about your product.  I'm still trying to figure out how to automatically set appointments to discuss a prospects needs through social networking sites without picking up the phone or showing up.  Please post your comments on how this is done.

What does this have to do with the post title referencing Analog VS Digital?

Check out the picture posted above.  Which side appears to be more interesting?  Which side is more real?  I see "Digital" to be like social networking limited to blogging, tweeting and video logging for all the world to see.  "Analog" is personal, face-to-face interaction, telephone conversation, email and IM exchange.

What do you say Geoff, Toby and Aaron?

Do You Sign Your Work?

The accruing value of art is the signature.

The residual value of a service is the contact name and number and installation or last service date.  HVAC techs do it.  Automobile service companies do it.  Treatment companies do it.  If you sell a consulting service or product, do you do it?

• Is your contact information and next service date on your invoice and service report?
• Is an expiration date or replacement date with a telephone number to a call capture service left where identification information is to be expected?
• Information gets old and needs to be updated.  Is a telephone number or URL promising updates on your folder brief?

The 11th Breakthrough in Salesperson's Life available June 1st.  Register for your FREE copy now.

 

Does Blogging Increase your Sales?

For the time it takes to write articles or blog, does this payout with more sales?  Used as an Information Marketing tool, posting regularly is certainly a branding continuity device when properly used can create a lead source.  Blogging: 

• Creates credibility (or dubious reserve, if you aren't careful)
• Can be used to build an opt-in email list or mailing list
• Should periodically promote special calls to action such as comments and information and product requests
• Is a form of viral branding

A regular poster serving the mortgage industry, always happy Ms. Sawyer shares a way to blog without creating original content, therefore, assumably saving time and overcoming any barriers keeping you from participating in the blogosphere.  She's promoting a turn-key solution of content provisioning for the mortgage and real estate industries. 

There are other ways to blog without creating original content.  To save time and drive traffic, repost other blogger's content.  When you repost the actual content, always linkback and give credit.  Add value with a summary or put into context with new information or provide comparitive analysis siting multiple posts of differing views on the same subject.  Other methods to save time in content creation are to: 

• Invite guest authors or co-authors; share materials
• Hire a ghost writer
• Aggregate or repurpose information and make sure to give credit.  This includes stats or charts or other sourced articles

Blogging takes time.  It's certainly a marketing tool.  Can blogging be used to regularly set appointments with clients or prospects?  Trackback or comment and let me know.

Will an Email Database get you More Appointments?

Announcement:  If I have your email address and I know you are a Realtor, small business owner, entrepreneur, salesperson, independent agent or marketer, you will soon be subscribed to my bi-weekly email of the articles I publish about the subject of Alliance Marketing and Selling.  In fact, I will be doing exactly what Jim Cronin from the Real Estate Tomato prescribes to initiate new Blog readership.  In the past, although only for a couple of months, I routinely sent bi-weekly emails with links to my blog posts of an earlier blog with similar 25% readership success so I know what he suggests works.

So the question is:  Can you regularly set appointments using a weekly or bi-weekly email subscription?

I don't know yet, but 3 different campaign types come instantly to mind which should easily drive up personal response either by telephone or email. 

1. Start with a blog about exactly what you do to your target audience and start with a complimentary e-zine subscription with 3 or more article leads.  The postings should have a call to action within each post to entice the reader to ask for a sit-down or next step.
2. Send out small batch, personalized emails stating a purpose for getting in touch and ask the best time for a call or visit.  Being slightly vague to entice the reader to "fill the information gap" may improve response.  Asking for help or suggesting an invitation are good lead-ins.
3. Directly ask for the appointment via personalized email stating exactly the purpose or agenda or intended outcome with the reader's needs in mind, of course.  The challenge here may be not knowing exactly your readers' needs in order for an appointment to sound necessary.

Which one sound most effective to you? Which approach will you try first?

THROWDOWN! with Alliance Science:  Start your campaign and record the results.  We want to know how many emails, over how much time, with how many responses and how many appointments set.  Respond with an email to Throwdown at OwnersHelp.com or comment to this post.  Every response will be considered for a personal interview to discuss your results, your special topic of expertise and promote you or your business.  The first one to respond will get 5 FREE CD's of the interview for your promotion purposes.