Networking

We have found over the years, one of the hardest things for Newcomers and Professionals to overcome in the Self-Employment (Home Office Business) venue, is the ease of Distractions to alter the Business Plan on a Daily basis.

Think how easy it is to be distracted while you are listening to a piece of Fine Music and a Jack-hammer starts up next Door.

It takes total concentration to continue to focus on the Music. It is our “emotions” that allow us to be distracted.

Emotions are easily controlled as we Mature and become Stable. In fact, Maturity and Stability are the same things, just spelled a different way.

One way to Mature in the “self-employed” world is to realize WHY you are there. What was the burning desire to lure you into the Realm of self-employment?

It is that Goal that keeps you sailing a straight course to Success. Also try not to allow external negatives veer you off course. If you were only 51% successful in every presentation, every piece of ad campaign you have succeeded in a Large Degree.

Every time a Quarterback calls a play, he expects a Touch-down, but we know it doesn’t happen.

Every time a Baseball player steps up to the plate they expect to get on base, but it doesn’t always happen.

But in both instances they are paid.

In the Home-based Business world, I guarantee you WILL BE PAID if you stay the course, hone your skills to at least 51% success rate, and walk away from any Negative dialogue.

Tell your story to people who want to listen; there are more of them than there are those who have closed minds.

We guarantee our Associates Success, if they do what they promised to do, if we do what we promised to do, and we do what we promised to do together.

A captain of a ship can not allow his Crew (the public) to decide how fast or what course they should steer. The captain must make the decisions and stick by the plan outlines before they left the Dock.

The beauty of Self-employment is you are the Captain, who charted the Course for Success and you are totally responsible for the Helm.

Chuck Bartok has successfully Direct Marketed Tangible and Intangible products for over 40 years. He has enjoyed bulding successful Sales Teams and is spending most of his time sharing his experience with those Willing to focus on Networking and enjoy the Lifestyle offered the successful networker.
He can be reached at sbart@teamhealth2wealth.com.

http://th2w.blogspot.com

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So, you need to build your business, make more sales, and increase your revenues. It’s universal; what business person doesn’t? But did you know that one of the most effective, easiest and least expensive things you can do to accomplish all of these is also one of the most overlooked sales activities?

Follow-up. Yes, FOLLOW-UP!

How many networking events, client meetings, etc., have you attended where you made solid contact with someone that is a candidate for your services or products? They may not have run at you with their check book, but they fit your “good client” profile. What did you do? Trade business cards, chit-chat and then what? You took all those business cards you collected back to your office and added them to the box, the folder, the heaping pile of other cards from other events.. If you’re really good you may have actually entered the prospect’s information into a contact database. But, do you have a process in place to follow up with these people, especially those who weren’t ready to write you a check on the spot?

A successful sales person has to have a process - an order taker does not.

For example:
In the early to mid-’80s Fidelity and Vanguard funds were THE 401(k) provider of choice. This was, in large part, because Fidelity and Vanguard started the “bundled 401(k) program” by including all the participant recordkeeping, compliance and administrative services for “free” if their funds were the plan’s exclusive investments options. For the next decade, Fidelity and Vanguard needed “order takers” to sign up new clients; people who understood business and 401(k) programs. There was no selling involved. Their “sales” reps were fielding calls left and right and if they didn’t follow up on an inquiry, there would be ten other calls coming in the next minute. Ah, those were the days

Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits unique to their investment philosophy and yes; they are even known to negotiate on price now and again.

If you’re business is not the only game in town and responses to your audio logo or elevator pitch don’t normally include “Yes! That is exactly what I need; how much?”, I guarantee you can increase your business significantly by just following up correctly.

Selling is all about trust and relationships. When you follow up it is important to:

Be consistent. Follow up is a process. It isn’t a single call. You want to develop an ongoing and positive relationship with your target market. You and your business should be first-in-mind when the need for your product or service arises. Consistency is the key here.

In addition, follow up isn’t just for prospects. For most companies, developing new business with existing clients costs less than half of what it costs to win new clients. Don’t forget your current customers!

Be genuine. People like to do business with people they like and trust. Get to know your client and prospect and develop an understanding of the issues and challenges they face. Don’t try to be something you’re not and don’t misrepresent your product or service. This might sound like a no-brainer, but even the slightest omission or exaggeration can kill a relationship.

Focus on adding value, not on closing the sale. Follow-up doesn’t mean ‘close the sale’. You follow up to stay in touch, provide information and develop the relationship. Doing all of these things will bring you closer to closing the sale, but you and your prospect will arrive at that point together; you won’t be dragging them there. Going for a ‘close’ before your prospect or client is ready is one of the biggest mistakes small business owners and sales people can make.

For all of you self employed and small business owners who hate to sell, you will see your business increase if you’ll just follow up according to these 3 principals. If you haven’t already, it’s important that you invest in a database; a single, computer/PDA-type repository of all your customer / prospect information (name, contact and business information, past call reports/communications, specific interests, etc.) ACT!, Goldmine and Outlook are three well- known contact databases out there. As your client and prospect lists grow, you’ll be thankful you made the investment in a quality contact database AND in learning to use it!

If you do nothing else to improve your sales and business growth this year, show a genuine interest in your prospects and clients through consistent follow up with a focus on helping them find solutions to the challenges and issues they face. You will see your business take off.

Bold Vision Consulting, Inc. helps helps independent professionals, business owners and organizational groups achieve breakthrough results by providing the learning experience combined with the system needed to bring about the real changes needed for sustainable and breakthrough performance, year after year.

Lynnelle Bianco, president of Bold Vision Consulting has over 25 years experience as a leader in sales, marketing, client service and in the effective planning and execution of strategic plans and projects.

Originally from Dallas, Texas, Lynnelle moved to Portland Maine from New York City in 2003 after a successful 15 year career as Vice President in JPMorgan’s Worldwide Securities Services division.

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You already know that uncomfortable feeling, that knot in your stomach that forms, when you enter a room, a bus, or any other location where only you and a total stranger occupy the formerly quiet space. What do you say? Do you say anything? Do you even dare make eye contact? Do you locate a point exactly 180

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