SUBSCRIBE to this E-zine                                                                                 March 2014  
 

A Personal Note from Susan

    

 

Many of you know by now that I have been in sales, in one capacity or another since I was 19 years old, and I don't mind saying that I will be celebrating my 50th birthday this year, so I've been selling my entire adult life.

 

Of course, anyone who has ever heard me speak, or attend my sales training, knows that I believe we are all sales people. We are selling all the time. We sell our boss on that raise, or extra vacation day, we sell our children on eating their vegetables, and our significant other on so many things, too many to list. You get the idea, everyone is a sales person.

 

Then why are so many business owners unnerved about making sales calls for their business. Of course, I know the answer to my question, it basically all comes down to fear. Fear of rejection, fear you won't know all the answers, and fear they will say or think that you are not worth what you're charging; the list of fears is endless.

 

Well, GET OVER IT!! I'm not yelling at you, I'm just emphasizing my point. You need to find a way to associate more pain to not making those sales calls, than to what you fear may happen if you do. I highly recommend that you consider learning a little technique called tapping that I was introduced to a couple of years ago. It has helped many of my clients, and hundreds of business owners remove the anxiety, fear and blocks around this important task.

 

I also know a secret - I know the absolute BEST time to make a sales call! If you'd like to learn this little tip that only a 30-year sales veteran could teach you, then click here and learn not only this answer, but as an added bonus, I'll also share with you the absolute WORST time to make a sales call

 

Much love,
Susan's Signature

Are you willing to commit to at least six to be successful?

 

In previous issues I shared that having a New Business Development (NBD) system, which you work on a consistent and persistent basis, will provide you with a continuous flow of prospective new customers; relieving you of the stress and fear of not knowing where your next sale will come from. I also shared my 7 Simple Steps to develop a NBD system for your business. You can find my archived issues on my Resources Page

 

In this issue I will highlight Step Five: Follow Up Again, and Again, and Again! 

 

Not every follow up needs to be a phone call, or an email, you can think outside the box and begin to separate YOU from the rest of the pack. This is where you can get a little creative with your touch points. Last month I shared with you that it takes an average of six contacts to convert a prospect to a sale. Are you willing to commit to at least six to be successful? It's important to have many options to pull from so that you do not become annoying to the prospect as you are being persistent and following up. 

 

Here are some ideas that I have successfully used over the years:    

 

  • Send a hand-written thank you note after any in person meetings.  
  • Connect with them through the social media platforms that they are active within.    
  • Read the local paper or online newsfeed, and watch for any mention of your prospective customer's company, industry or competition and send a note with the article.     
  • Invite them to be your guest at an event that may be of interest to them.     
  • Ask for their input on a new business initiative that you are considering implementing.     
  • Offer to introduce them to someone you know who may be a possible new customer.     

 

It is imperative that you block out time in your weekly schedule to follow up with possible new customers. Have this list handy so that it is top-of-mind. You can add to it as you go through your work day, paying attention to how other sales people communicate and follow up with you.  

 

In future issues of my Co-Creator's Corner I will highlight in more detail each of the 7 Simple Steps. If you can't wait until then to begin the creation of your unique NBD system, then request a free strategy session with me. It would be my privilege to have this very important discussion with you.     

 


Resource Center

 

Here is where I will spotlight something that I think is pretty special. It may be a recent book that I've read, a product that I have used, or perhaps a program that I believe is worth checking out. 

 

Do you know what your work preferences and tendencies are as they relate to top sales professionals? Do you want to know?

 

In my professional opinion, in order to get to where you want to go, you need to first fully understand where you are now. Of course, I am not referring to geography, but rather understanding in more depth your natural strengths and preferences, as it pertains to the traits necessary to run a successful business and to sell like a SuperStar Salesperson.

 

By completing the Harrison Assessment online, investing approximately 30-40 minutes of your private time, you will receive a comprehensive, 20+ page report. This report will provide in chart and narrative formats, your unique work preferences and personality factors. It will rank your traits from your Life Themes (highest values, key potential strengths), down to your lowest preferences, pretty much the things you'd prefer not to do at all. Perhaps more importantly, the Harrison Assessment's Job Success Analysis will clearly demonstrate the impact of your natural and preferred traits compared to what is proven to be necessary to succeed in sales. Here are just a few of the essential traits that are indicators of a successful sales performance:

  • Influencing: The tendency to try to persuade others
  • Optimistic: The tendency to believe the future will be positive
  • Persistent: The tendency to be tenacious despite encountering significant obstacles

To support your decision in this personal development investment, I will include a BONUS 30 minute telephone debrief with me, to review your personal results, as well as to answer any of your questions. When we receive your paid order, our team will send you a link to take the online assessment. Your results will be delivered to Tap Into Your Center™, and our team will reach out to schedule a convenient time for our BONUS telephone debrief.


Learn More


A Thought to Ponder

 

"If you make a sale you make a living. If you make an investment of time and good service in a customer, you can make a fortune."

 

- Jim Rohn

 


Meet Susan 

Tap Into Your Center - Increasing Sales, Revenues and Profits™

was officially founded by me, Susan Beebe in the fall of 2013. After more than 30 years of being in sales and marketing, of successfully running my own advertising agency, Lighthouse Marketing, I have finally given myself permission and launched the business entity that speaks to my soul.

 

I believe we are each given unique gifts, talents, skills; that are meant to be shared with others. That is our purpose - it's truly that simple. My gifts include practical skills, such as the ability to sell - to market effectively - to run a successful business - all with the primary spiritual intention of being unconditional love!

 

If you're responsible for generating new customers for your company - and would like to co-create a customized New Business Development system to generate a steady stream of your ideal customers - then let's connect, and explore how I can put my 30 years' experience to work for you and your company.

 


Tap Into Your Center
5821 Acton Street
E. Syracuse, NY 13057
Phone: 315-656-9922 ext. 100
Call Toll-free: 855.436.5688
Email: [email protected]

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