You walk into a business networking event and your immediate instinct is to hand people your business card in order to build quick rapport and promote your business. Wait! Don’t do it yet! Why? They did not ask for it.
Why is that so important? What happens when we hand out our business card before they ask? It immediately becomes a one-sided conversation, announcing “This is what “I” am doing and I want your business” even though I do not know who they are and what you really want, like and need. This might boost our egos, but it is not good for creating and building new relationships. Although most people will politely accept the card, they will rarely call unless they feel some sort of connection was made with you during your first brief encounter. READ MORE »
When developing written communicate make sure you cover the basics by organizing information in a logical, easily understood manner.
The simple “Rule of Thumb” is the following: Always, always, always make an outline before starting the rough draft. An outline will keep the information organized and prevent you from putting material where it doesn’t belong. READ MORE »
Many people are uncomfortable mingling during a networking event. We are often worried about what people will think of us. The easiest way to get around that is to put our focus on them. How? First of all, look for people who appear somewhat lonely, standing by themselves. They appreciate us coming up to them and initiating a conversation. This helps get relationship-building conversations started while promoting confidence in ourselves and the other person. It is easier to join a group previously engaged in a discussion after someone leaves, breaking the circle of participants, which then allow us to comfortably slip right in. The following guidelines will also help: READ MORE »
What is a brand? I’m reminded of scenes from one of my favorite American movies, Red River; namely, the branding of cattle in preparation for a historic cattle drive along the old Chisholm Trail. Brands were visual symbols of ownership. They depicted in graphic geometric shapes and/or letters the names of the various ranches: The Circle R, The Flying P, and The Two Rivers are examples. The brand message to all who saw it said, “This is mine, and it is separate from the rest of the herd.” READ MORE »
The sales process, or the steps of the sale, should complement the channel you have
selected. You are at the pinnacle of the sales process and the most fun- deciding how to sell the product or service.
Before we create your sales process, let’s review how something is purchased. We will assume for this chapter that when something is purchased there is an exchange of money for the product or service. READ MORE »