Articles
Browse every published article connected to Diane Helbig, with exact attribution and full-archive search.
Articles
Browse every published article connected to Diane Helbig, or search within this exact expert archive.
What is ‘Joy’? Is ‘Joy’ attainable? Webster’s defines ‘joy’ as “the emotion evoked by well-being, success, or good fortune or by the prospect of possessing what one desires.” Based on that, joy is definitely attainable. You see, each of us has our own definition of ‘well-being’, ‘success’, ...
Tradeshows can be a great way to connect with clients, prospects and referral partners. It’s good to ‘be seen’ and to see what’s out there. However, if not handled well, a tradeshow can be an expensive waste of time. So, what can you do to improve your odds of success? Have a plan and work the plan.
When I put a call out for article topics I received a lot of requests for beginner’s marketing information. Really, sharing thoughts on marketing your business is good for all of us. It’s something we can always use a refresher on. So, here we go. The main key to marketing effectively is understanding your value – the value your prospect sees. People don’t buy things they don’t need; especially these days. You have to speak to their pain, their need. So, try this quick exercise: Write down the following – What do you sell? What’s the product or service?
The only referrals that matter are the good ones. Sounds like a no-brainer statement. However, too many people don’t get it. It’s my belief that their thought process is slightly mixed up. They either think that offering a referral (regardless of its quality) will make them look good, or they think if they offer one they’ll get one in return. Either way, it is a bad idea. When you give garbage you do real damage to your brand and your reputation. Not only will people stop trusting you, but they won’t give you any referrals.
Anyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Many people claim to believe in the value of customer service. However, most don't really institute programs that ensure they are going the extra mile and can be implemented consistently over time. It's more like they get a spark of creativity and take brief action. Then, within a very short time they are on to something else. Times are very competitive and you need a differentiator. Customer service can be the difference between keeping and losing a client.
Sales is a verb. Okay, now settle down. I know if you look in the dictionary it says that ‘sales’ is a noun. Stay with me here for just a minute. My point is that ‘sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in for your business to grow. There are many ways to market and prospect. Your job is to consider them all and then select a handful that you are going to implement. From cold calling to social media, from public speaking to networking, there are many avenues you can take.
Do you consider the idea that your clients want you to help them solve problems? They want you to reach out and find out about their needs. However, We think that our clients are happy with what we’ve done for them. I’m sure they are. And, they’d like to do more business with you. Are you doing as much for your clients as you could be? Do you know the answer to that question? Most of us sell something to our clients and then move on to the next prospect. We proceed under some interesting beliefs – many of which aren’t true.
Many small business owners struggle with making their staff accountable. They know what they expect their people to do. And, as long as everyone’s performing effectively, all is well. The trouble occurs when someone falls short of the owner’s expectations. The struggle is rooted in fear – fear ...
I’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe that ‘closing’ is something that happens naturally once you have successfully navigated all of the prior steps in the sales process. Think about it. If you don’t prospect well, listen well, problem solve well, and create trust well, there’s probably no way you are going to close well.
We all know how important it is to follow up with a client after we do the work. The question is how to do it well. One of my newsletter subscribers asked me to address this issue. Actually, her exact words were, “What is a good way to word a follow up email once you’ve shipped?” So, here we go!
How effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
Have you ever walked out of a sales meeting feeling that it went really well? You had a great conversation, they seemed very interested. However, afterwards you couldn’t get the prospect to return your phone call? It leaves you scratching your head and wondering what’s going on. What actually happens here? Most likely it is one of two things. 1. You had a great conversation because the prospect is kind but they really aren’t going to buy. In this case, you exaggerated the energy of the meeting. You convinced yourself they were interested.r
They stand on the beach; 150 or so. Wings at their sides, still and straight, facing the rising sun. There is no sound save the music of the wind through the leaves. Every day they gather; at this same spot. Happening upon them, you may ask yourself – ‘What are they doing?’ Could they be ...
Networking is a critical part of sales and marketing. I'm going to assume that you are actively involved in some sort of networking activity. With so many options to choose from it can get confusing. There are some guidelines that I use when deciding where to go. 1. What is the intent of the event or organization? 2. Who are the attendees? 3. What are the logistics? What is the intent of the event or organization?r
I know we talk a lot about understanding the value of your product or service. Today I’d like us to explore your value. Do you really appreciate what your product or service does for your clients? Do you believe you are pricing it appropriately? It is really easy to decide for your clients how much they can afford or wish to pay. However, that is not the best way to price your product/service. And here’s why. 1. Chaos
Time management is a HUGE topic these days. Just about everyone struggles with it. I submit that the problem starts with how we view our responsibilities. I think we see the things we are hoping to accomplish as so big we are instantly overwhelmed. Okay, that's how we see things. The good news is that this is easy to change. Seeing things large? Break them down. Let's explore 3 aspects of time management. 1. Priorities:
So you’re at a place where you need to hire employees. Fantastic! How can you improve the odds that you’ll hire well? Follow some basic guidelines. 1. Know what you want The mistake we make is paying attention to the position and not the people. In order to hire effectively you need to have real clarity around what you want in an employee. You can teach someone a task. You can’t teach someone attitude. So, put down on paper what you want in an individual. Start with the simple stuff like: - They come to work on time every day - They are positiver
When I look at the various aspects of business I am drawn to the idea that the same three Cs apply to creating an environment for success. Those Cs are: Clarity, Communication, and Consistency. They actually work in concert with each other and therefore, are inseparable. Let’s visit each independently and you’ll see how they work together. 1. Clarityr
Do you have a clearly defined product that you offer to people? I find that a lot of service providers don't take the time to create a package or product offer that is consistent and covers most possibilities. What happens is they price on the fly. They use hourly rates and provide unique pricing for each prospect. The problem with this is that often, these same business owners end up feeling like they didn't price the project successfully. So, what can you do about this? 1. Decide
So many times salespeople and small business owners develop a sales process that is more about system than about connection. In my estimation there are many problems with this. We are experiencing a hyper-competitive economy right now. That is not likely to change any time soon. So what do we do? Rise to the occasion! When we view sales as relationship building it changes our approach. Really getting to know our clients and customers provides us with a leg up on the competition. When WE are the people helping our clients solve problems, we gain armor against invaders.
Salespeople are as individual as snowflakes. The way they communicate, sell, and build relationships is equally unique. If you want to lead them, you have to meet them where they are. Here’s what often happens in sales departments all over the world. The sales manager picks a goal, picks a process, and shares it with the sales team. It’s a ‘do this’ mentality. This process is usually one that served the sales manager well when she was a sales person. She believes that since it worked for her, it’ll work for everyone.
They say people buy based on emotion; to alleviate or avoid some sort of pain. The challenge for salespeople is to find that pain. Sometimes it is very clear and other times it is hidden.
The other day I was driving down a two-lane road and came up behind a garbage truck. It was owned by a national waste and recycling company. The truck looked like it was at the light and had its left blinker on. I sat there waiting, and waiting, and waiting. Then I saw the driver come strolling from the convenient store, get in the truck, pull up to the light, and turn right – not left. Needless to say, I wasn’t happy. What was he doing in the lane? Why didn’t he pull over to the side of the street, or into the parking lot? Why did he have his left signal on instead of his hazards?
As a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a look at each area. 1. Presenting No matter where you go or who you connect with, you are always a representation of your business.
So often sales people find themselves working hard but not accomplishing much. In my view, there’s a lot of activity but not much productivity. Having sold and coached salespeople for many years, I’ve identified some reasons why this is happening as well as solutions. 1. No clear target
Do you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very ...