Koncept Carma

Why a Sales Person Should Love Friday

Fridays have always been my favorite day of the week as a salesperson. This is not for the reason you may think. I actually love it for 3 simple reasons.

1) PEOPLE ARE NICER! As a salesperson you have to make cold calls. Whether you like it or not if you are truly a good sales person and want to find NEW business you are going to have to call on someone you don’t know. So you may be the nicest person in the world with the best product in the world chances are you still going to have a cold call that the other person blows you off. Guess what on Friday especially Friday afternoon I have met my best prospects. The gate keeper that hated their job on Monday is so excited that they won’t be coming back for two days. They wouldn’t give you the time of day on Tuesday but come Friday they want to be nice because “hey it’s Friday”.

It’s amazing how much more open people are when they are looking forward to something. It sounds simple but people on Friday tend to be more laid back. For many companies they implement a casual day on Friday. The office feels less stiff and people feed off of that. Use your Friday’s to get on the phone or get in your car and make those sales calls.

2) PROSPECTS APPRECIATE YOUR DEDICATION! People are ready to start their weekend and many see co-workers or employees around them already starting to take an early weekend. When you show up or call on Friday the person you reach appreciates that you are working too. As much as they might not want to be there they see you are in it with them. It’s nice to know that if someone works hard to earn your business they will typically works just as hard to keep your business.

There is nothing worse than buying something from a smooth talker and when you need them they aren’t there. Sales people that show up on Friday will also answer their phone when you need them.

3) ALWAYS END MY WEEK ON A HIGH! Mondays are a fresh start and you have the chance to start your week off right, but what’s even better on a Monday is when you closed the week before on a good note. Put some positive energy in on Friday so that you can avoid that dreadful Monday feeling. If you leave the week feeling productive chances are you will bring that with you on Monday.

So drop the stereotypes about sales people hitting the golf course on Friday, and make Friday your best day for cold calling and finding opportunities. You will thank yourself!

OMEGA Happy Hour

Join OMEGA an Orlando Marketing Group for a Professional Networking Happy Hour. The event is open to all professionals looking to collaborate with others in business strategies and marketing ideas.

The Power of Networking

Some feel that networking is a waste of time….and really I have one comment for those people. You are doing it wrong!

Networking is not a time to get free drinks and food. Networking is not a time be the cool kid in school. Networking is not just showing up. Networking is not just joining a group.

The first step is to make the effort to go. Don’t worry if you don’t know anyone. You are networking to meet people! Don’t give yourself 10 excuses as to why you shouldn’t go. It’s always easier to tell yourself why you shouldn’t go, but guess what the people that decided an extra hour after work was worth it just increased their network. What did you do?

If you decide to go to a Networking event…..and you should decide to GO! Go prepared. Take business cards. Be ready to give that 30 second elevator speech on who you are and what you do. Don’t be scared to meet new people…chances are the people you meet are going to be relieved to have someone to speak with.

Be open to talk to everyone! Find out what others do in your industry and outside of your industry. When you least expect it the person that you would have never imagined to have a need for your services turns out to be the greatest contact you made all year. If people are at a networking event and they are treating it like a high school dance then chances are they probably won’t be someone that adds much value to your business. The same is true for you. Do not discount people or undervalue them as a contact. Find out what they do and listen to how they do it. Chances are you will learn something.

Networking is not a Frat Party. Well that seems like a basic concept, and you would think most people get this. Give yourself one too many drinks and then you might forget the purpose of networking. If you know that two drinks is all it takes for you to start rambling chances are you should have one drink and then stick to water. Yes, it’s an informal event and everyone is having fun….guess what it’s still better to have control.

Networking is not limited to after work events. Network with social media. Read blogs and comment on blogs. Reach out to business and personal acquaintances for breakfast, lunch and coffee. It’s great to have one on one conversations to see what your network is working on. Help promote each other. Join associations and get involved on committees. Just joining and sitting in the background is a start but really get involved. You will be surprised how much more it helps your business.

Practice networking. The more you network the easier it becomes. You feel less awkward walking up strangers and introducing yourself. You realize you have nothing to lose. Start going to events with people you know and have them introduce you to people and do the same for them. Eventually you won’t mind going by yourself.

Networking is a great tool when used effectively! Good luck and go meet some new people!

Improv Your Sales Skills!

The Improv Training delivers an effective way to teach sales professionals and executive leaders how to communicate. We focus on how to listen, react, and adapt in business environments.

Both in business and Improv, observing the actions of our partners and associates are critical to achieve maximum results. Whether that result is an interconnected plot or a business transaction, there is always a tangible.

Learning Improv techniques not only opens your mind to the possibilities of the scene, but also to the possibilities that lie within our day-to-day functions, and in our case, business.

I almost gave up…..

I was a few months into my first outside sales job. The first month was so exciting and I was ready to take on the world and then I had this serious breakdown about 90 days into the job and I got scared. REALLY SCARED! I had never experienced this feeling in other jobs. In the past, if I was given a task I completed it and moved on to the next. I always did as my boss asked and there were not too many variables to get in my way. This sales thing though……was like something I never experienced. I was doing everything I could and was not getting the Sale. WHAT WAS WRONG WITH ME?!?! I had called hundreds if not thousands of people. The receptionists were starting to actually like seeing me stop by. I had attended networking events on a regular basis.

The worst part about my paranoia, was that my peers were bringing in new deals and they did not seem to be stressed. At that moment, I was fortunate enough to work with someone that talked “some” sense into me and walked me off the ledge. My coworker explained to me what was going on. She had been in sales for years and so had my peers. They had built up their networks and contacts overtime, and their clients knew to call them without thinking about any other options. I was the newest rep on the block and had just introduced myself to the world. I needed to keep my head up and keep plugging along. Eventually, I would see the rewards. She explained to me that she went through the same situation when she started and told me you need to build a pipeline. You need to find opportunities and stay on top of them. I watched the pipeline like a hawk and stayed on every single opportunity no matter how big or small.

My coworker’s pep talk helped me a for a few weeks and then I was scared again….until one day I had a email message requesting a meeting to talk about services and pricing. I had called on this prospect for months and finally I heard back. I had stopped by, called, and emailed for months, and each time I reached out they were too busy to meet. They were polite and busy at the same time. I was getting used that from most of the prospects, so that day when I opened my email from them I nearly cried. They actually wanted to buy something and FROM ME! I quickly responded and we scheduled a meeting. The day of the meeting I was so excited to go to their office. I even brought my office manager so he could assure them we would handle their orders to the best of our ability. We parked at a meter outside their office and I paid for an hour. Let me tell you that was the best parking ticket I ever received because my meeting went over an hour and we sealed the deal. From that day forward, I decided to never give up because the feeling you get when you win after you try so hard is the best feeling I have ever experienced in my professional career.

So on the days I feel defeated and I want to give up I remember that if I keep trying I will feel that win again if I stay the course! To earn a prospect’s trust and business is an amazing compliment and truly a win to celebrate!

Is Your New Years Resolution Holding You Back?

So are you that person that says in the New Year I am going to start doing something or change a bad habit? Do you let yourself slide or fall short in the month of December because in the New Year you will fix everything that went wrong? According to a report from the University of Scranton only 8% of people stick to a New Year resolution. With those kinds of statistics is it even worth setting yourself up for a failed commitment? I am here to advise you that this year you should skip the resolution and make changes and improvements when you are READY!

Traditions: It’s A Ritual To Try and Fail

The worst thing you can do is create resolutions year after year to be broken. It’s as if you know you have failed every year and just for fun you are setting another soon to be failed goal…..because it’s a ritual. Break your ritual. Do not set the resolution until your are ready to take on the habit. If you are ready on January 1st then that is when you start. If you are ready on March 31st then that is when you start. Unless you are in the 8% that stick to your resolution then it would be advised to take on your resolution during a time when you “want” to change.

Easy Gratification: Results with Habits

Many people make resolutions that only have a result in mind. Such as I am going to lose 30 pounds, increase my sales by 50%, run a marathon, or get a better paying job. I am not saying these are bad goals or resolutions….they just aren’t resolutions they are results. If you are set on reaching these resolutions you need to be ready to create habits to help you reach the desired goal. In order to reach that result I need to create successful habits and practices. For many of us the only habit we create with resolutions is the habit of creating another “failed New Year Resolution”. You have given yourself a pass to fail because that’s what people do with most New Year Resolutions.

Commitment: Creating Goals is Not Just for Fun

Commitment and goal settings should NOT be done for fun or because everyone else is doing it. Goals and the efforts to reach them are big achievements. The feeling of accomplishment for small and big goals is an overwhelmingly good feeling. It will help build your confidence and the feeling of pride. To make a mockery of goal setting creates a mindset of “it’s okay to quit” or regret.

So this year free yourself from the pressure and only make goals and commitments when you are available to reach for the targets. Whether your goals are business or personal related break the trend of setting yourself up for an “acceptable” broken resolution. It should never be acceptable to let yourself down with goals let alone create a tradition out of it.

Boondoggling to the New Year

Are you familiar with the term Boondoggling? It is defined as “to do work of little or no practical value merely to keep or look busy.” A few years back when I worked as an outside sales executive I was really offended by a boss that asked me if I was “boondoggling” one Holiday Season. I think he only made that reference to me the first year I worked for him and he may have not really had an understanding of my work ethic. I was really shocked that he thought I would waste this time of year to “Boondoggle”. If I wanted to take time off then I would have taken time off.

As an outside sales person you rarely should find yourself in the office, let alone in the office to “boondoggle”. Your job is to be in front of clients and prospects. Typically during 9 to 5 you are making sales calls or attending meetings. If you have paperwork it gets put on hold for after hours so that you make yourself available as much as possible for client interactions. The end of the year is a treat for me. It’s a great time to plan and get caught up. A successful salesperson does not have time to Boondoggle anytime of the year. This does not mean that I do not enjoy taking time to break and I am not afraid to say today I am taking a break.

The two weeks at the end of December are far from Boondoggling for those of us who choose work. It’s a great time to get caught up on loose ends and create plans for the New Year. The planning that we can get done during this time helps to create a successful year ahead! So for those that choose to Boondoggle and not make the most of your days before the New Year….you probably should have just taken the time off and recharged. There is nothing wrong with shutting down….however if you are going to boondoggle you probably just wasted some valuable time.

Get Personal During the Holidays

Everyone gets busy during the holidays even when they try to avoid it. It’s inevitable we have decided that November and December are the time of year we will get dressed up and throw parties to celebrate our achievements and an even better New Year ahead. There are parties you will attend and parties you will host. We will run into old friends and make new friends. We will over indulge and promise that in the next year we will work it off. It just part of November and December. So how do you really make the most of November and December? I challenge you to get personal without overstepping your professional boundaries.

Continue your routines from the years before, send out the Christmas Cards, attend the parties, participate in gift exchanges, tell clients and employees you appreciate them. In addition to the norm add a personal touch. This does not mean you spend extra money it’s the opposite. Spend less money and more time. Avoid the gift cards unless you know it’s place the person enjoys. Drop off gift and packages in person if you can. Create gifts that are personalized. Take note of what someone likes and they dislike. Think back to conversations you have had with clients, peers, and employees. Show them in their gifts and cards that you were paying attention. People like to know you are listening so show them at this time of year. Show them you value what is important to them by taking the time to recognize those things.

In business and sales you are often in front of many different people and learning about their businesses and lives. You can always tell the person that is making small talk and is uncomfortable in their skin. Are you the person that really listened and engaged during meetings? Did you take note of something outside of the meeting that was important to the person you met with? Of course it’s hard and sometimes impossible to give personal gifts and messages to everyone on your list. People notice when you notice so if you can try to sign your cards personally and add a special touch.

Never Run Out of Prospects

One of the most interesting questions I have heard asked many times in my life as a sales person and sales manager is “what do you do when you run out of people to call”. That questions shocks me every time. At first I stop and think they are not serious and then I realize they are serious. Every sales person depends on finding new leads and opportunities to put in their pipeline. How do you find those leads? Here are a few tips that have always worked for me….and trust me I have never ran out of people to call on.

First, start thinking outside the box!

There really is no wrong way to find leads there are just better ways. Go to where you customers are. Join the associations your customers are members of, and get involved. Go to events even when you think its optional. I have dragged myself to countless events that I could have not attended and every time I go I end up thanking myself for the new leads or connections I gained. Become a peer to your prospects and clients. Show them you care about their business needs by supporting what they support. Do things your competitors do not make time to do. Offer solutions to your prospects.

Second, pay attention!

Read your local business publications. Listen to the radio. It sounds simple and it is all you have to do is pay attention to what is going on around you. Also, when you are driving look out for billboards or signs for potential clients. When you go to an office building pay attention to other potential clients that have businesses in that building or near. Listen to your current clients. You will be surprised what information and new leads can be generated just from listening to your current clients. Perhaps they have a need for a service or product you sell that is not what you originally intended on offering. Have conversations with people even if you think they do not have a need for your service. It’s amazing how many new prospects come out of situation when you least expect them to.

Third, rework old leads!

Call back old leads and try a new approach. Perhaps you called them in July and the person who took your call had a bad day, and now when you called back in December they are in great spirits. Ask yourself a few key questions about prospects. Why should this prospect meet with me over the other 20 people who called today? Why do they need my service or product? Is it important for them to meet me and if its not why am I calling them? Do I have a solution for them that I didn’t have 6 months ago. Create follow up task while prospecting and make sure you go back to those actions items. Never give up on your leads. Business changes, people change, trends change, competitors change, and industries change.

Apply these 3 basic principles in your search for new leads and you should always have unlimited possibilities and a very busy schedule for prospecting!

The Power of Thank You

As Thanksgiving approaches most of us stop to say thank you to our families and our friends. We celebrate how much they mean to us and why we are thankful for them. We also give thanks for the blessings we have. It’s amazing how good I feel after I give thanks. Even in the toughest times when I stop and think about how thankful I really am I start to feel GOOD! I do not let the thank yous stop in my personal life, and I make sure that in the professional world I make efforts to Thank those around me as well.

The professionals that have made the greatest impact on me are those that recognized others and gave thanks. Now I go out of my way to make sure I am thanking people in my professional life as often as possible. I thank my clients, prospects, peers, employees, bosses, and most importantly I Thank Myself for showing up and giving all I got. So you may be thinking wow she is overkill on the Thank Yous..and I can see why you think that. However, I don’t give out Thank Yous just because. The Thank You is sincere and is attached to reason.

So take notice of how saying Thank you makes you and others feel. Take a few minutes each day to thank someone and see where that takes you. People appreciate when you notice their efforts. Thank your clients for their business. Thank your prospects for their time. Thank peers and employees for their effort. Thank your boss for keeping you employed, and most importantly thank yourself for giving a 100%.