The key to success with voice mail  is to come to grips with the fact that on some level most of your buyers despise it and either ignore or delete most of their messages. It is wishful or, more likely, delusional thinking to expect your voice mail messages to actually be returned. However, with a few simple adjustments that make your messages easier for your prospects to deal with, you may succeed in getting many more messages returned and at the same time earn the respect of the people you call.

Here are the top three tips: (more…)

If I asked a room full of experienced salespeople how many of them qualify their clients, every hand would go up. If I asked that same group to define qualification, the answers would probably vary to the extent that a newcomer in sales would be somewhat confused. If I then asked these experienced salespeople to deliver their qualification sequence to the group, I’d have to guess that many would not be able to do so. Too few salespeople, even veterans, have proven, practiced methods of qualification. And that’s a sad truth. (more…)

When people think about making a purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That’s because they’ll be confident you have the right prescription for their ills. (more…)

When it comes to building long-term relationships with clients, it’s very similar to building long-term friendships. In kindergarten, children are encouraged to make new friends by talking with others, inviting them to play, and being “nice” to them. They often hear these words: “To have a friend, you have to be a friend.”

In many business situations, clients often become more than clients. They become friends…not necessarily the kind you would invite to non-business gatherings, but people you truly care about and who care about you. (more…)

“I hate sales pitches!” You may have felt this way yourself or heard others say it. If it’s such a common response, what’s the best way to organize your marketing to attract new clients and customers?

While getting all aspects of your marketing right can be complicated, the simple truth is that you can attract many more clients and be far more successful by doing just one thing. (more…)

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Also, if you are building a web site for your business, you need to consider who the viewer might be and their cultural situations. Some words and phrases just don’t translate to have the same meaning that you may wish to impart, thus, confusing the visitor.  Or, worse, the translation may unintentionally be offensive when made. (more…)

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the angry client decides the problem isn’t worth the aggravation and cools down. Or, the client gets so angry that the next time you hear from him or her is through some sort of official (and possibly legal) letter. Worse yet, you’ll see your company named on the local news channel in one of those consumer protection segments. (more…)

Shelley Kaehr, Ph.D.

 by Shelley Kaehr, Ph.D.   

      Today, I wanted to THANK YOU for something you’ve been teaching for years – the power of the Thank You note.  You always said we should write notes – by hand – and send them out to people.

     So here’s what I want to talk about – hand written notes vs. sending a line of thanks on e-mail.  I think this concept is ambiguous in today’s marketplace because so much of our communication is now delivered in electronic format.  Internet based communications have a lot of pros – they’re Green, aka easy on our environment, etc., but yet, electronic media still feels a bit impersonal, don’t you think?

     I still send hand written thank you notes to customers and clients, and am continually astonished by their reactions.  I guess they’re surprised I still know how to put pen to paper and lick a stamp!  Many recipients act as if I am the only soul alive who ever sent them a card, or worse, they haven’t received one since the 1980’s, and treat it as some bit of cherished nostalgia.  It’s a sad statement, really.  I believe people should expect more from service professionals.

     For that reason, I cannot overemphasize the value of the handwritten thank you note. I believe it’s more important than ever, because so few people do it anymore. 

     Sales pros who take time to stand out in today’s crowded marketplace are sure to see that effort impact their bottom line.  Thank You notes are the easiest way I know to be seen.           

Shelley Kaehr, Ph.D. is a world renowned life coach and author of over thirty books including Sales 101: Simple Solutions for Sales Success, which Tom calls, “Proof that good things come in small packages.” Visit Shelley online at www.shelleykaehr.com