Tips & Tricks Busy Professionals Can Use to Simplify Their Lives

Compliments of Ribary & Associates, LLC

www.tiaribary.com

November 2008

MY TOP THREE SELLING STRATEGIES FOR FINANCIAL HEALTH

The economy is on everyone's minds. As business owners, we're not only concerned with our personal financial situation, but we're also concerned with our business's financial health.

Last month I had the pleasure of participating on the Speakers Panel for the Women Entrepreneur's General Meeting on Savvy Selling in Today's Market. It was a great experience and I had the opportunity to share my top selling strategies with a group of entrepreneurs. I'm now sharing this information with my loyal readers as well! In this time of uncertainty, what can you do to safeguard your business against the lows the economy is facing today?

Here are my top three strategies for successful selling in ANY market.

1. Follow up. If a person expresses interest in your product or service, it's vitally important that you follow up with them. Not just once but several times. Your prospects are deciding whether they like and trust you, and each contact you make with them is an opportunity. Do you follow up when you say you will? Are you dependable, professional and true to your word? Your follow up system should contain several methods, including the following:

•  An email, phone call or hand written note after you've met a person that expresses interest in your product or service.

•  A "stay in touch" system such as an e-newsletter, blog, postcard or other snail-mailed items. Anything that gets your name in front of your prospects on a consistent basis. This should be something your prospects would find of value.

•  Ask for what you need. If the prospect is not ready to buy now, ask them when they would like you to follow up with them again. Then, be sure you put a reminder on your calendar to contact them at the promised time.

2. Stay connected to service and not to the sale. This can be easier said than done when you're thinking of the bills you need to pay. Ground yourself by remembering the reasons you're in business besides making a living. It is to provide a valuable service? Is it to offer a better product than your prospect can find elsewhere? I'm betting it's not to sell things to people they don't need or want, or to force a sale on someone. Do what you say you will, become a resource for your network, provide information and connections your prospects won't find anywhere else, and you'll be surprised at how many people ASK to buy from you. Remember, people buy from those they know, like and trust.

These first two strategies only enforce their knowledge of you, their trust in you and their opinion of you.

3. Treat your referral sources as you would treat your most valuable clients. These referral sources are your marketing team! The ones out their championing for you, expecting little in return. However, if you don't follow up with them, stay connected to them, be on the lookout for their best interests and stay committed to serving them, you may find that your marketing team suddenly quits when you most need them. I recommend that you send a hand written thank you card for the referrals they send to you, and at times include a small gift to show your appreciation. Take them to coffee or lunch to be sure you're both up to date on each other's latest needs, services, etc. Invest in those relationships. They can become the lifeblood of your business.

BONUS TIP - Your competitors can be some of your best referral sources. Rather than distancing yourself from your competitors, why not enter into more of a "co-opetition"? You may be surprised at the way your offerings and target market differ from your competition. Not only will you have a great referral source, but you'll have an additional resource to refer prospects to should you not have the time or desire to work with them.

You can be a positive light in this economy by staying connected to your clients and prospects who still need you. Remember, they're facing their own challenges. What do you offer that can relieve their stress or pain?

Ribary & Associates helps business owners implement systems to support their sales all the time. If you are struggling, or looking for some guidance on improving your system, please don't hesitate to contact me.
 

Wishing you endless success,

upcoming events

Free Webinar With Tia As Special Guest!  A University of Oregon Continuing Education Webinar on Meeting Agendas and New Economies of Time Wednesday, November 12^th from 11:00am -11:45am. Discover key elements pertaining to effective meetings, scheduling meetings, agendas, team building, and meeting minutes. Click here for registration information. Follow the Workshops link at the top of the page. I'd love to have you at the webinar!

Women Entrepreneurs of Oregon: The next General Meeting will be held on Tuesday, November 11^th, 2008 at 5:45pm. Location is Kell's Irish Restaurant & Pub. Click here for more information.

Women Entrepreneurs of Oregon: Join Comedienne Susan Price for the WEO Annual Holiday Fun Event, December 9th, 2008 at 5:45pm. Location is Kell's Irish Restaurant & Pub. Click here for more information.