Sales Success – From A to Z (May)
by Mitch Taylor
In our last article we discussed J, K and L of Sales Success. This article we continue with M, N and O.
M = Motivation. What’s yours? What motivates you? Is it money? Is it the smiles on your clients faces after you’ve delivered exactly what you’ve told them? Is it your family? Is it the feeling of going “above and beyond” in your service to your client? What motivates you? I urge you to find what motivates you and then use that when you are having a downturn in business, or just having a bad day. Thinking positive is the way to be and one of the best ways to stay focused on your goals in your business.
N = New Ideas. Some say that there are no new ideas….just re-hashed old ones. However, look all around you. Look at all of the advancements in technology we have had over the last decade. Technology is exploding and now is the time to embrace the “new ideas” and marketing concepts to boost your bottom line. Visit social networking sites that your clients belong to, connect with them and their friends there…some of them are likely to be guests at your upcoming event. New ideas also pertain to the performance aspect of your business. There are countless ways to take something old and make it new, or adapt it to fit your client’s needs. By brainstorming either with your clients, you can come up with new and distinctive ideas that are uniquely theirs which truly add to your referral base and your bottom line.
O = Outside Influences? Bring Them In! Who do you meet with? Just the client, or client(s)…or do you also meet with people who influence them and possibly their decision to hire or not hire you. The best way to succeed in sales is to meet with all of the decision makers at the same time. This will help you to overcome one of the four main objections that we hear in a service based business. One way to achieve this is when you are setting the appointment; ask your client if there is someone else who should be at our meeting who may be assisting them with their plans, such as mom or dad, friends, or the like. This sets the expectations from the start and allows you to present to all parties at the same time, thereby increasing your likelihood for a connection. This also avoids the situation of the true decision maker hearing your information “secondhand” from your potential client, thereby not having as big of an impact as you might like, and something being lost in the translation. If you want to find out what the four objections are in a service based business, send me an email at mitch@tayloredweddings.com.
Thanks for reading. I’ll be back next month with P, Q & R in Sales Success.
(Editor’s Note: Mitch Taylor is a 17 year veteran of the mobile disc jockey industry and got his start working on the cruise ships of Carnival Cruise Lines. He is a member of the American Disc Jockey Association and WED Guild™. Mitch owns and operates Taylored Entertainment in the Upper Peninsula of Michigan and can be reached at 906-786-6967. )
