Your contact database is one of the most valuable resources in your business and managing your contacts should be part of your daily routine.

In the past, I have struggled using Ace of Sales to manage my groups. I found myself over analyzing my group development and going back and forth between Ace of Sales and Gmail. Ultimately, I decided to narrow my groups and manage them entirely in Gmail, then import once per week into Ace of Sales.

Connect, Add, Populate

Gmail has an excellent user interface, and valuable add-on tools like Rapportive (for connecting) and Google+ integration into your contacts records. These tools are perfect for connecting with contacts and populating contact data automatically. Additionally, Gmail can be setup to automatically add any contact that you email to your contacts list and group them under “Other Contacts” if they don’t already exist in your contact database.

• Connect – get Rapportive. This tool will automatically display how you are connected socially for every email sender or recipient in Gmail.
• Add - Take 10 minutes or so each day to review your “Other Contacts” group new additions, add them to the your relevant group(s) and Google+ circle(s).
• Populate – It is so damn easy. Once you assign your contacts to a Google+ Circle, they will be notified that you placed them in a circle. If they decide to reciprocate, their Google+ data will populate into their contact record.

Keep it Clean

Be careful not to add too many groups or the next thing you know, you’ll have 30 or so groups and they become unmanageable. Here are my groups:

• Newsletter – Foxxr
• Newsletter – G2A
• Customer – Active
• Customer – Inactive
• Prospect
• Vendor
• Source – Referrals
• Source – Website
• Source – Local Networking
• Source – Advertising
• Source – Other
• Friends
• Family

Most of my contacts are assign to more than one group and I find the sources to be valuable for tracking my marketing efforts.

Set a Import Schedule

Set a weekly schedule to export the groups you intend to engage with Ace of Sales. Caution!! Double check to ensure you are importing a group and not the entire database. Gmail prompts you to export the entire database by default.  My groups to export are: Newsletter, Customer Active, Prospect, Friends, Family. These are the groups I engage.

I’d love to hear from you about your group strategies. Please comment and share you best practices.

Brian Childers

Got a Google+ Personal Account?

For those of you that may have setup your Google Plus account with your personal Google or Gmail account, Google Plus finally launched today Google+ for Google Apps accounts, but there is no merge functionality.

Well….should you setup two different Google+ accounts?  If you are logging out of your Google Apps account to use your Google+ personal account and you like to +1 web pages, I say go for it. If you can wait a few weeks, Google has a solution.

Google+ Migration Tool Coming Soon

Google announced that  for those who’ve already started using Google+ with a personal Google Account and would prefer to use your Google Apps account, Google is building a migration tool to help you move over.

No Need to Rebuild Circles

With this tool, you won’t have to rebuild your circles, and people who’ve already added you to their circles will automatically be connected to your new profile. Be patient, Google doesn’t expect this migration option to be ready for another few weeks.

Go ahead and get started with your Apps account now and merge your connections once the tool is available.

Note: You won’t see Google+ in your Apps account until you enable it. See image below.

Brian Childers

1. Claim your listing. Go to http://places.google.com . Login using your existing Gmail account or create a new account (if you don’t have a gmail account) to claim your business listing. Once your account is created, login and l select the “List Your Business” button. First, find out if your business is listed. Enter your Country and Phone Number and select “Find Business Information”. If your business is listed, select “Edit”. If your business is not listed, select “Add a New Listing”.

2. Add your business information. Fill out the following categories:

• Basic Information – Business Name, Phone Number, Address etc. Always use a local phone number and address. The closer to the city center you are targeting is better. Use not only a phone number with the right area code but the right prefix for the area if possible. Use descriptive terms that contain a keyword or two that best describes your business. For example if you own an insurance agency, write “Acme Insurance Agency always has the best insurance solutions for any occasion.” For the Category Section you are given 5 sections to categorize your business. You will also want to use keywords that describe your business. People who search Google for your business will be typing in keywords for example “Capitola Insurance” or “Insurance Agent in Capitola”.

• Service Areas and Location Settings – There are two options to choose from. Select one of the two options. No, all customers come to the business location. Yes this business serves customers at their locations. If you select yes this business serves customers at their locations. Then specify how far you will travel to service customers.

• Hours of Operations – You can choose to not specify your hours of operations or select the days of the week and the time you are available for business.

• Payment Options – Specify how customers can pay at your business.

• Photos – Add some photos of your business and perhaps your employees. You can add up to 10 photos of your business. Post at least five. Make sure that you read Google’s photo submission guidelines.

• Videos – Add some videos for your business. You can add up to 5 videos for your listing. Upload your videos to YouTube first, then copy the YouTube URL of your video.

• Additional Details – Enter in any other details you want customers to know about your business. Such as if there is parking available or any particular brands of products that you offer.

NOTE: You want to complete all the different sections of information requested to their entirety. You don’t have to upload 10 photos or 5 videos, but initially try for at least five photos and one video. Getting a favorable ranking in Google Places will depend whether you filled out all the information. This is a huge mistake that most companies make when submitting their business to Google Places.

3. Once you are listed in Google Places, take the next steps. You should be indexed with a couple of days and no more than 3 weeks. You can check to see if your website has been listed by going to Google and typing in your business name along with your city name. Then on the left side of the Google search results click on “More” then “Places”. You may have to go to second or third page to find your listing.

4. Address optimize your website – The only changes you should make as far as the website goes for Google Places is address and services areas. Copy the address exactly as listed in the Google Places listing and add it to the bottom of each page of your website and your website should have some form of a contact us page. On the Contact us page it should be listed in the content of the page also.

**ADDRESS CONSISTENCY IS VERY IMPORTANT FOR EVERYTHING YOU DO RELATING TO GOOGLE PLACES**

Use the same exact address format for everything you do for your business that requires an address. This includes the domain registrar contact information.

For Example you want to avoid mismatched address information:

Address in Google: 101 Main St.

Address on your website: 101 Main Street

5. Ping Your Pages. Pinging your website to let Google know changes have been made. This will index the changes into its search engine. You can ping your website by going to http://pingomatic.com/ and submitting your website name and address. Wait until the new pages are indexed in Google before moving on. To check if your changes have been made, typesite:www.yourwebsite.com in the search field. This will display all of your website pages that Google indexed in the search engine. Move to the next step once you see you the changes are indexed.

6. Get Reviews – You want to hit the 5 reviews mark. The reason for the 5 reviews mark has to do with the rating process. If you have 5 or more reviews then you get a star rating also and this gives a small boost to your listing. DO NOT make fake reviews. Google has hundreds of the best PHD computer science majors and they are employing lots of techniques to determine review validity. Any computer you ever use to login to your Google account is recorded and any review posted from that account will be tracked to your Google Places listings.  Some great ideas to get real reviews is to just ask your best customers and provide them a link to review sites in your email signature and your website for your business reviews.

7. Build Links – This factor has always been important for Google Places but with the recent beat testing of mixed Organic within the Places ranking it is going to increase as a factor. The idea is to get back-links that include your service area and address. Use the service area as the anchor text and then within the article or posting include the address. The number of back-links you need to do will vary based on the competition. I have found it very helpful to building back-links to your Google places page using address, business name, phone #, and related keyword phrases. To find your Google Places link, login to your Google Places account, look in the top right hand corner and select “Link”. This is the URL that you will build backlinks to.

8. Get Listed on Other Directories – You should be listed in all the major 3rd party directories like Merchant Circle, City Search, etc. You do not have to do the paid listings with any of them. If the directory does not have free options then skip it. A great website to help you http://getlisted.org

9. Local Citations – Don’t miss this important step. It plays a big part in your position within Google Places. You want to be listed in all of the local sites like your local chamber of commerce site or Think Local First (if your area has this type of local business support organization).  You may not be able to get an actual link in many of them but you can in most every case post a citation. This means having a listing that mentions your company name and address. I have heard of many people on the top of Google Places by doing creating local citations.

Brian Childers

Now there is a great way to build your social network from directly within Gmail. Last month, I installed this fantastic app called Rapportive that displays social media information about your contacts directly from your Gmail inbox. You can immediately see what people look like, where they’re based, and what they do.

Amazingly Simple

Whenever you open an email, Rapportive uses the senders email address to search their social networks. It will tell you whether you are connected and let’s you connect with them in a click without leaving your Gmail inbox.

I tell all of my friends about this app and they love it. It’s easy to install and doesn’t cost a penny.

Get it at http://rapportive.com

Brian Childers

Branding is networking…both in person and online. Sifting through the maze of online tools to communicate your brand can be a daunting task. Fear not, read on and use the power of eight! These are eight essential tools that will make a powerful impact and help you create and manage your personal and/or organizational brand in the world of online networking.

Where do you get started? The answer…..right where you are sitting at this moment. Stop, open your calendar and make an appointment with yourself for two hours twice per week. Utilize this time to engage with your audience and position your brand.

1. The Brand is You

The first order of business is to discover which makes you unique in the marketplace. The first order of business is to get your own URL (website) name now if you haven’t already. They are only $12 per year on GoDaddy.com. Next is your personal brand statement, an essential component to communicating your brand to your audience. Click here for example.

Finally, use a consistent professional profile picture across all of your online networking sites. Just as a logo breads brand familiarity, so will your professional picture. Keep it consistent with LinkedIn, your Google profile, meetup.com, and any other sites you use to build your business.

2. Attract Local Search Queries with Google Places

3. Discover The Power of YouTube

Ted Williams is an iconic symbol who demonstrates the power of YouTube. Ted was homeless standing on a street corner with his brand statement on a piece of cardboard. This guy pulls up in a car, videos Ted, then posts it to YouTube. 13 million hits later, Ted Williams is on Dr. Phil, Jimmy Fallon, The Soup and more. He has landed numerous voice over jobs since. Most smart phones these days have video capabilities built-in. Use this feature that is at your fingertips and video your office, employees, or customer reviews and post.

4. Get a WordPress Website

The brand is you. You are the industry expert and the best platform demonstrate this to your audience is blogging. Blogs are literally mainstream and the best and most cost effective platform is WordPress. Blogs should be entertaining and informative and provide value to your audience.

The power of RSS (Really Simple Syndication) which has quickly become the backbone of how people receive information online. View content at a central location from several sources online. I personally use Feedly to help gather my RSS subscriptions into magazine style format. Another great site is Alltop.com. You can also try using a local copy writer or visit Ezine Articles and grab a relevant content. It’s free as long as you don’t alter the article and include author credits.

5. Engage Your Audience with Email Marketing

Email, the original social media, is at the core of all communication online. There are some negative connotations with email like spam, but the positive truth is that as long as you segment your audience so that your message is relevant to their needs and has value to, your readers will welcome your message.

Break it down into 3 main categories:

1. Newsletters – should be educational and fun and sent about once per month.
2. Announcements – are event driven. They include holiday greetings, thank you’s, anniversaries, birthdays, etc.
3. Promotions, Invitations and Surveys – have limited content and should encourage click-through’s or calls to action.

Ace of Sales and MailChimp are my top two recommendations for simple and effective email programs. You can even try Ace of Sales Free for 30-days.

6. Get a Facebook Business Page

Facebook pages have become popular as a way for companies to establish a stronger presence on Facebook and, at the same, engage with the fast-growing Facebook population of more than 500 million active users. People spend triple their time on Facebook versus Google. Additionally, 71% of internet users in the United States are on Facebook. Facebook just launched some great new features to their business pages that make it easier to manage with multiple administrators.

7. Craft Your LinkedIn Profile

LinkedIn ranks very high in Google with more than 100 million business users and is growing at a phenomenal rate. Get a custom URL by editing the default URL with your full name. Include keywords relevant to your services just as we discussed about Google places and position your headline to include your top specialties. My headline reads President – Foxxr | Branding Strategist | Web Design & eCommerce Consultant | Organizer Santa Cruz Marketing Roundtable.

Expand your network both online and in person. Use business cards you acquire to build your network. Include a link to your LinkedIn profile in your email signature, create buttons on your blog or website linking people to your profile.

8. Twitter Really Does Have Value

I used to think that Twitter was a colossal waste of my time. I now understand that Twitter is a great platform for marketers and/or business folks to get message out instantly (virally in some cases) and generate feedback that can help you measure the pulse of your audience. Additionally, Google just announced that social media syndication plays a part in SEO and site analytics.

The Brand is You

At the end of the day, most people will buy from you because they trust you and like you because of you. Jeffrey Gitomer wrote, “The more valuable you become, the more the marketplace will reward you”. In other words, become a resource for others and others will become a resource for you. So get out there and let r rip.

Brian Childers

If you spend more than 30% of your online time networking and browsing social media sites, you are not alone. I often spend time contributing and engaging with others that I have often never met? There must be a self-serving purpose to contribute our time, thoughts and energy to engage within these communities, right?
 
The theory of giving value first has been happening for millions of years and within the smallest life forms.

 
Ants, for example, actively support the ant hill as a group. Each ant knows that it has a specific task to do and that task doesn’t bring the ant any more food or any less food than any of the other ants. There is no hierarchy within the community determined by the tasks completed. The ant has an innate mission for the good of the hill.  The queen ant transmits messages to the community about the necessities for the nest and the ants operate intuitively for the good of the community. The more the nest grows, the better off the ants are.
 
It’s about community. The ants get it. They intuitively know that the more they contribute, the larger the nest is going to grow. The greater the nest becomes, the better their chance for survival. Unless we are just mouth breathers, we know what is intuitively right. The benefit of sharing your experiences is that you get to see other people’s experiences.
 
It’s the difference between having a job and enjoying your work. The job is something we must do in exchange for money. Your work is something you are involved in, feel passionate about and enjoy. It often impacts the good of something greater than yourself, provides value for others and results in monetary rewards.
 
Get out of the me and into the we.  Learn from the ants and give value first.

Brian Childers

Online messaging is coming at us from all directions. Videos, email, apps, RSS feeds and tweets pull us in all different directions. The addictive nature of web browsing is shortening our attention span to nine seconds, according to a recent article by BBC News.

Make sure your website is able to quickly attract your readers and keep them coming back for more.

Here are 5 tips to a great website:

Once you determine a few areas where you can improve, develop a plan to start implementing changes.  You don’t have to do them all at once – just do a few at a time until you have a website that really converts.

Brian Childers

Do you love sales?

Do you love what you do?

Do you love your product?

Do you love your company?

Do you love your customers?

These are not questions I pulled out of the air. These are questions that directly affect your productivity, your attitude, your income, your success, and your fulfillment-not to mention your longevity at your present job.

Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Some salespeople will respond, “I’m in it for the money.” Some will respond, “I need the money.” Others will respond, “I have bills to pay and debt to overcome.” And even more will say, “I have a family.” What you won’t hear is: “I haven’t saved enough to do what I really want to do.” And, unfortunately, even less are willing to take the risk.

If you don’t love what you do, you’re doing no one a favor by staying in your present position. Your attitude and morale will be negative, you’ll be complaining about everything, and you’ll be blaming everyone else and their dog for your unhappiness and inadequacy.

And there’s a bonus: Your boss will be all over you to increase your numbers. Your customers will be upset about your lack of attention. In general, you will rise to a level of mediocrity.

What are you thinking?

Some salespeople hate their job, but stay because they “make a lot of money.” CLUE: The worst reason to keep a job is because you’re making a lot of money. When money is your motive, it’s all about making the sale without regard to building the relationship-a formula for long-term disaster.

Oh, you may have some short-term success, but when you’re home at night, you’ll be drowning your misery in television, beer, and anything but preparation for the next day.

You can get away with this behavior for a short time, but in the end, you’ll be looking in the “Help Wanted” section of the Sunday paper or posting your resume online, hoping for a better opportunity.

It’s most interesting to me that the salespeople looking for a “better opportunity” are the very ones NOT looking in their own backyard. (See Russell Conwell’s Acres of Diamonds for the full lesson.) Most salespeople fail to realize that when they become the best they can be, they will attract the right offers rather than seek them.

Let me flip back to the positive side. The purpose of this article is to give you a formula that you can use to figure out if you’re in the right place or how to find the right place.

Here’s the formula: If you’re in sales and you love sales, first ask yourself, “If I could sell anything, what would I sell?” If the answer to that question is not what you’re currently selling-you have uncovered part of the problem. However, this formula is not about switching jobs immediately. This formula is about becoming the best salesperson you can be in each job you commit to. If you’re going to leave a job for another job, why don’t you set the company record for most sales before you walk out the door?

Selling is a lot like running a road race. You don’t have to win the race, but you do have to achieve your personal best each time you run one.

If your numbers are low or mediocre at one place, what makes you think they will be better someplace else? You see, the formula involves more than simply loving what you do-it’s also about possessing the skills to do what you love (or dedicating yourself to getting them).

Once you’ve determined what you love to do and dedicate yourself to getting the skills, the third part is about believing. You must believe in your company-believe in your product-believe in your service-and believe in yourself. If you believe deeply that everything is “best,” your message will be so enthusiastically delivered that others will catch your passion. A deep self-belief will create enthusiasm, and a deep self-belief will create passion.

The final part is about your attitude. Attitude starts from within. It’s the mood you’re in when you wake up in the morning, the mood you stay in all day long, and the mood you’re in when you go to bed.

But attitude is not a feeling. Attitude is a life-long dedication to the study of positive thought and the character/charisma that you display as you interact with others. If it’s not internal, it can never be external.

Now you have the formula. And no, I’m not going to summarize it. If you want it, you’ll read this article again and again.

John Patterson, the founder of the National Cash Register Company, the father of American salesmanship, and the subject of my book, The Patterson Principles of Selling, said it best when he said,” Put your heart into your work.”

Patterson loved cash registers. He couldn’t understand why everyone didn’t love cash registers. Personally, I like cash registers because most of them have cash inside. But you may not like cash registers. You can never put your heart into something you don’t love. And so I’ve taken the liberty of paraphrasing Patterson by saying, “Love it or leave it.” And here’s the good news: If you love it, it will be ever so easy for you to put your full heart into it. And here is better news: The heart is attached to the wallet.

Jeffrey Gitomer, author of The Sales Bible, is now offering licensed training programs to corporations, as well as distributorships to individuals, based on his best-selling books and the TrainOne online learning series. This process is starting with his book The Patterson Principles of Selling. Jeffrey can be reached by phone: 704/333-1112 or e-mail: salesman@gitomer.com

Jeffrey Gitomer

Lisa Saline, ACE

Those are all real-world sales occurrences that every one of you has experienced.

Jeffrey Gitomer

InMaps is a great new tool from LinkedIn Labs. According to the Labs, “It’s your professional world, visualized.” Essentially, you’re able to see a map that shows you how all of your networks are connected and interrelated. I shared my map below. This one is static, but on the site itself you can zoom, click, drag – the whole nine yards. Create your map at the LinkedIn Labs.

Noah Rickun

1. Knowledge.  Invest in quality training and education for your team.  Show each team member how to be a student, and how to win for themselves.  If you want better employees, help them first become better individuals.  As a leader, one of your responsibilities is to provide ANSWERS to questions your team may not even know how to ask.

2. Encouragement.  Support the effort, not just the outcome.  In our office, we pay employees $100 when they screw up.  Encourage people to reach for the stars — and let them have a safe place to land when they miss.  As Jeffrey Gitomer often says, “You encourage right up until the day you have to fire them.”

3. Freedom.  Creative freedom, financial freedom (with regard to discretionary refunds, discounts, or free products), freedom to fail trying without fear of being fired.  More is learned by doing than by reading or listening.  Grant your employees the freedom to try new ideas for themselves.

4. Rewards.  Reward a job well done. Have a party.  Buy them lunch. Public recognition of employees goes a long way in creating positive reinforcement for your team – and an atmosphere where everyone wants to win.  Have contests ANYONE can win and award cool prizes!

5. Modeling.  There is a big difference between telling someone to do something, and showing them how it is done.  Lead by example—your authenticity is the single most effective quality you possess.

How do you empower your employees? Please share in the comments below!

http://www.rickun.com

Noah Rickun

Ideas for capturing new leads and converting prospects into customers

As an expert in your field, you’ve got a ton of really important information in your head. But you’ve got to get it out of your head and into some useful format for lead generation.  Information is the heart and soul of marketing, so you’ve got to have some idea about the products you want to develop as part of your overall strategy. Let’s talk about the top five.

1. White Papers
“White paper” is the corporate, fancy-pants term for an online article. A white paper usually ranges from two to three pages and stands alone as an item customers or prospects can download. White papers work great as a lead generation tool when you ask prospects to provide their email address in exchange for your valuable””yet free””information.

2. Free Reports
A free report is like a white paper, just a bit bigger. From a lead generation standpoint, it holds more value than a white paper and is usually several pages long. Free reports are great products to use as an add-on to online purchases. “Buy Product X and receive three Free Reports!” You can also use them like white papers and offer them as free downloads in exchange for contact
information.

3. E-Books
E-books are the killer product that can create a lead generation bonanza! Like a real book, an e-book is going to be long…at least 50 pages. The fact that it’s a real book makes the perceived value huge. If the copy inviting prospects to download your e-book is well-written and compelling, you can generate several thousand new leads from this one lead generation tool alone.

4. Audio Reports
An audio report helps prospects get a feel for what you and your company are all about. It’s a way for prospects to talk to you about doing business without really taking to you. Using audio reports as part of your campaign can boost brand loyalty and help you prospects commit to a sale. If you are well known in your industry – or if you can hire someone who is – you have the power to generate a LOT of leads using audio reports.

5. Webinars
No joke. Webinars can drive an endless stream of customers to your business. Like audio reports, they give customers a feed for your company. But webinars go way beyond teaser information. The power-punch of the webinar is that it lets you cover the entire sales pitch AND close the deal. Another bonus is that webinars can be recorded. That lets you leverage your time by making the pitch once and then playing the presentation again and again for new groups of prospects. Talk
about a time saver!

How Does It Work?
Here’s the way it works, in a nutshell.

• Develop information products.
• Make them available on your site in exchange for contact information.
• Send out an announcement to your email list that also creates a sense of urgency.
• Put tools in place to track downloads and capture new leads.
• Follow-up with leads to convert them into customers.

Bingo!

You’ve got your very own lead-generation machine!

To check out some real lead generation products, download a free report about Email Marketing 2.0.

http://lisasaline.com/

Lisa Saline, ACE

Win an autographed copy of the Jeffrey’s Little Platinum Book of Cha-Ching.

As a user of Ace of Sales, you are aware by now that it is the golden ticket of selling! Are you making sales and closing deals? How has Ace of Sales helped you with its winning combination of tools and video training that sets you apart from all your competitors?

Post your success story about how Ace of Sales has help you with your business. For some it’s a specific account they won! For others, it’s a prospect they finally broke the ice with. And some see the results as an upward trend in sales.

What is your story?

Sign-in and add your comment below by 12-08-10 and we’ll select the top five favorites to each win an autographed copy of Cha-Ching.

Brian Childers

I love a good sales pitch. Actually, it’s not the pitch that gets me – it’s the approach. How the salesperson begins the conversation with me ultimately determines whether I will buy from him.

There are so many great ways to greet a customer in a retail environment (and equally as many no-so-great ways). You have the opportunity and the choice to set the tone for the interaction and the buying decision. But you have to know what to say and how to greet your customers.

Today, I find myself roaming the airport in Philadelphia killing time before my flight home. I first go into J&M and look at men’s clothes. I’m the only customer in the store. The salesman shouts (from behind the counter) “Afternoon, sir! Take a look around and let me know if you need anything.” I browse for a minute, decide I don’t need anything, and head for the door.

Next, I walk into InMotion (if you know me – you know that I definitely don’t need anything here…I have more gadgets than anyone). I try on one pair of headphones, then another. Although I know the salesman sees me, he waits for the right opportunity. I stumble upon a Bluetooth headset that comes in several colors and I lean in close to read the features.

Suddenly, I hear “Want the black one or the red one?”

“I’m not sure I want either,” I say.

“This is the best headset I’ve ever owned,” replies the sales guy. “I see you don’t have a Bluetooth in your ear. I’m guessing you own one, though. What would you improve about yours?”

Good question, I think to myself.

The salesman listens intently, shows me how this headset answers my wishes, and asks again, “So, black or red?”

“Black,” I say.

At the register, as I am handing the salesman my credit card, he asks “Do you normally use the spray or the wipes to clean your iPhone?”

“How’d you know I have an iPhone?” I respond.

“Saw you put it in your pocket when you walked in. How do you clean your screen?”

“With my shirt,” I sheepishly tell him.

“You have to try these wipes, they are a lot safer. You can’t imagine the germs you have on your phone. I have citrus or evergreen, but citrus smells way better.”

Without waiting for my response he scans the citrus wipes, tacks five bucks on the sale and I walk out smiling. The salesman was good. And, I now have the best Bluetooth headset in the world.

Let’s look at the difference between the guy at J&M and the guy at InMotion:

J&M guy: Polite, professional, by the book, boring. Failed to engage me.

InMotion guy: Made the sale. Not much else matters.

http://www.rickun.com

Noah Rickun

In third grade I had a choice – walk home from school alone or ride the bus for an hour (my house was the last stop). I chose the shorter path even though I despised “The March of Boredom” more than brushing my teeth or washing the dishes.

So… I did what any imaginative eight year old would do. Each day as I headed home, I pretended I had a fatal stomach wound inflicted on me by a gunman atop the school. The goal was to survive until I made it to th

e hospital (my house). Clinging to life, I staggered up Lynn Dell Road. I reached the Powell’s yard and could go no further. Clutching my abdomen and wailing in agony, I crumpled into the soft green grass to die.

The first time I “pulled this little stunt,” Mrs. Powell burst from her house slippered, bathrobed, and screaming hysterically. From then on, I was only permitted to “die” in my own yard. It worked out pretty well, because my mom fit perfectly into the fantasy as an angel sent to resurrect me with a Little Debbie snack cake.

Though I no longer “die” in my neighbors’ yards anymore, I still combat the vanilla moments of life by adding the chocolate syrup of adventure. I find it doesn’t take much to transform monotonous exercises into more enjoyable experiences.

Guess who else prefers life topped with a little extra excitement? Your customers!

Add touches of adventure to your customers’ experiences to strengthen your relationships, create memorable moments, and build a personal brand that’s “to die for.”

End result: Customer loyalty and referrals that are very, very real.

Here’s the winning hand to add a little adventure to customer experiences:

Ace of Hearts: Book a training excursion with a top customer. It could be a half-day event in your locality or a full-blown mini-vacation to an event neither of you will forget. Jeffrey’s Boot Camp in Vegas anyone? Pay for their ticket and they’ll pay you with undying gratitude.

King of Hearts: Mail a treat to a customer only they would appreciate. Recently, a customer of mine named Bob reminded me how well this works. While cleaning out his house he found a vintage sticker featuring Superman, my favorite comic hero. He mailed it to me with a nice note. I’ve only showed it to about 5,000 people.

Queen of Hearts: Host your own networking event somewhere unusual with just a few business friends. Another customer of mine recently used Ace of Sales to send out a chocolate tasting invitation to a select group of customers. They met at a local premier chocolate shop to get away from the unsweetened tedium of the week and enjoyed casual conversation over dessert.

Jack of Hearts: Add a little personality to proposals to make the buying process a little less ordinary, especially when you’re the long shot. I once tacked on this phrase at the end of a proposal, “The next document you sign for me will be your testimonial.” I got the sale AND the testimonial.

Ten of Hearts: Boost the excitement of your presentations with the power of show-and-tell. Before you launch into your next PowerPoint, start off by using a physical object as a story illustration. Have you ever seen Jeffrey’s fake barf used to represent how your brochure sounds to customers? It rallies the room every time!

Andy Horner is the Product Manager for Ace of Sales. He has worked in sales and marketing for over twelve years. He specializes in the design and technology side of Ace of Sales development combined with relationship marketing and sales. His goal with Ace of Sales is to create the best sales tool on the planet! To connect with Andy today, emailandy@aceofsales.com.

andyhorner

I recently took an unplanned trip to the local computer store to buy some parts that we needed to complete an upgrade to our accounting software. We had already been down a day and a half at this point and I was eager to get what I needed to get up and running again. I arrived at 9:40 am to a locked door that immediately surprised me. Quickly scanning for their hours of operation, I found the 10 am open time and decided to wait at the door for the 20 minutes that stood before me an a running computer. I pondered why this store would not open until 10 am? Yes, they were retail, but very specialized in that they had hard to find computer gadgets that were critical and available!

In 20 minutes time, no less than 7 other people joined me at the front door waiting for them to open for the day. I looked in the sliding doors with amazement as several employees stood near the front of the store looking at their customers. More perplexing were the employees just arriving who had to walk through the mini mob of us customers gathered at the doorstep! Don’t any of these guys think to open early, I thought?

They opened promptly at 10 and I soon found my parts and headed for the check out line. Right behind me was a guy that I noticed in the waiting line before the store opened. In his possession, a $2,500 computer system that he was flipping his credit down to pay for.

The manager saw him at the register and decided to greet him with special thanks for the big purchase. I could only think how lucky the computer store was that he waited the 20 minutes to buy. If not for a call he was on outside, he may have left for another store.

All this made me think, would customers wait “at my door” if I wasn’t open when they arrived?

We are not a retail operation and don’t have many walk- in customers, but the same applies to our customers who call, fax, and place on line orders. Would they “wait” for us to buy? The computer store has lots of items, they are in stock, and priced well. The staff is knowledgeable, visible, and friendly. They make deals when needed to complete a sale, have a liberal return policy, and warranty all their goods. In short, they have removed all risk of purchasing those consumers typically face when buying technology type products.

What about your “store”?

Can the same be said about how you operate? Think about the formula that it takes to get customers to buy from you. Perfect it, have all staff practice it, and deliver it with total enthusiasm. If you don’t have a lot of face-to-face contact with your customers, create a way so they can they still buy your product or services. Make it easy for them to buy when they come to your “store”? Allow them buy on line. Customers may then “wait” at your door when you are not yet open. Then again, if you follow the formula, your store will never be closed.

http://jeffblair.squarespace.com/

Jeff Blair, ACE

When I have more money than I need (which these days seems farther away than it did a few years ago), I want to travel around the world and speak to high school freshmen and sophomores. Ninth and tenth graders.

I want to talk to them about the hidden power of mathematics. In math of all sorts, you’re given problems to solve. In the beginning, they’re easy. Add, subtract, multiply, and divide. Then come fractions. But still the same big four solve all the problems.

Then algebra. A whole new language of math appears. It’s pretty confusing at first, but as you’re given each series of similar problems to solve, and you begin to work them, at some point you “get it,” and can figure out the answers to the rest relatively quickly.

Many people say, “Why do I have to take algebra? I’ll never use it in real life!” That may be the most incorrect statement of your life.

Algebra teaches you to solve problems logically.

When you’re given a math problem, here’s what happens:

1. You study it to see if you know how to solve it or not.

2. If yes, you go to the next step of using the prescribed system, process, formula, or answer path to solve it.

2.5 If no, you have to do additional study and research to figure it out, or learn how to solve it, then go back to step 2, and come up with the correct answer.

“Jeffrey, what’s your point?” you whine. “Come on, I’ve got a quota to meet, cold calls to make, e-mails to follow up on, and voice mails to leave that will most likely go unanswered. Help me with the real stuff here.”

Relax Euclid breath. This is a “big picture answer” that transcends your self-created sense of urgency and lack of sales dilemma.

Math is a science. A logic-based, formula-based science.

Selling is also a science. An emotion-based science.

In sales, business, and life, you are presented with problems and obstacles. You may know them as customers, competition, bosses, coworkers, service issues, complaints, overcoming objections, and other sales and business hurdles that you must solve or resolve in order to have a successful transaction, or resolution.

It’s the logical side of what would otherwise be seen as an emotional process. Emotion is to engage, show your passion, love, and belief, be compelling, prove by example, congratulate when completed, and celebrate the victory.

I admit I’m an emotional salesman, but I am a superior salesman because I am able to add the understanding of logic into the total sales and relationship building process.

The reason you need to study math is that it provides you with the logical side, and the thinking side of the sale.

From the customer side of the decision, the simple rule is: The sale is made emotionally, and then justified logically. (First you say, “I love this house.” Then you say, “I wonder if we can afford it?”)

“Eh, what’s up doc?” is the emotional opener. In the world of logic the question converts to, “What’s up, Spock?”

If you want to rediscover how logic fits into your selling, business, and life process, go back to your algebra class, and you will find the answers:

• Math taught you to think about the solution or the answer logically and use the process or the formula to come up with an answer.

Jeffrey Gitomer

By TARA SCHMAKEL, The ONCE Timid Networker

It’s spring and you’re heading to the pool for the first time of the season. It’s finally warm out. No, it’s downright hot! All you can think about is getting cool in the pool! You know it will be refreshing, you will be with friends or family that you have been looking forward to spending time with and you may even lose that glow in the dark look that you’ve been sporting all winter! You’re ready to get in, but before you do, you test the waters with your toe… IT’S FREEZING. You know that you want to get in, but you can’t just “jump in” like everyone is hollering out to you. So you go back on the deck to psych yourself up!

To a lot of people networking is just like getting into that pool for the first time. It’s too cold and instead of just jumping in, they retreat for another time or until they are ready.

So what can a person do to ease into networking? Three things will help:

1. Think positive- If you think the pool is too cold, it will be. If you think the event will be intimidating, it will be. Tell yourself how great it will be and how good it will feel to have the sense of accomplishment! Just like you psych yourself to get into the pool, you can psych yourself for the event!

2. Dress for success- There are certain items of clothing that are suitable for swimming. It would be challenging to go for a dip if you were wearing a snowmobile suit. It could actually hinder your progress and weigh you down and you could even drown. If you are wearing something inappropriate for networking, you can also take a dive. Dressing according to your business is always a good idea, but many find it helpful to dress it up a notch. They find that little extra, gives them confidence, not to mention an edge over their competition. Also, don’t forget your smile. The most important accessory you could put on!

3. Be prepared- To swim in a pool, you need to have the water ready. To network at an event, you need to have your words ready. Practice what to say when someone asks you what you do. Memorize a phrase or two that will just roll off your tongue. Once you are comfortable and a person is truly interested in what you do, you will find it easy to speak from the heart. You will also find it helpful to have business cards and your calendar along!

By practicing these tips and making them your own, it will become easier to attend a function, just like easing into the pool a little at a time. However, you may find you reach a certain level of comfort that you decide to just go all the way in. Whether you become numb to the effects of your mind or just reach a level of comfort, the result will be refreshing and satisfying and you may even build some relationships and get some business!

Tara Schmakel
The Workroom at Tara’s - I’ve had the entrepreneurial spirit since I was 6 when I started my first business. My methods have changed but my enthusiasm has remained child like. However being a person who felt easily intimidated and shy I was hindered. I have been the recipiant of so much assistance and belief from others and I want to give back. This blog is my story, my ups and downs and lessons learned not just by me, but also others who have felt the same. If I can give to one person what others have given me, then I have succeeded.

http://lisasaline.com/

Lisa Saline, ACE

Most people don’t know what to say on, what to do on, or what to do with social media. And it’s a club with more than 700 million members.

There has gotta be an opportunity in there someplace.

Here’s the thought reality: Stop thinking of it as social media, and begin thinking of it as BUSINESS social media.

Immediately some clarity begins to creep in. You’re already using LinkedIn as a business proposition. You’re getting contacts, finding prospects, searching by company and title for qualified people to connect with (link with). You may even be job hunting or job upgrading.

Why not use Facebook, Twitter, and YouTube the same way?

Why not create daily/weekly/monthly value messages that your customers would find so interesting and informative that they would save them, print them, put them into action, and forward them to others?

Sounds way more powerful than cold calling and groping, grasping, begging, or manipulating your way to an appointment – that will most likely result in rejection – even if you use your fanciest, newest, “closing technique.”

Cold calling is such a cruel joke in this day and age.

TODAY’S REALITY: Do everything you can to use business social media to build brand, image, reputation, and perceived value with your customers and your business community.

YOUR CHALLENGE: Send messages that your customers perceive as valuable to them. Messages so valuable that they will tell others.

BUSINESS SOCIAL MEDIA REALITY: It’s not about tweeting; it’s about being re-tweeted. It’s not about finding someone on LinkedIn; it’s about them finding you, and wanting to connect. It’s not about searching out someone on Facebook; it’s about someone finding your business Facebook Page and “liking” it. It’s not about posting a video on YouTube; it’s about someone sending your video to someone else.

“But Jeffrey,” you whine, “How do I know what’s most important or most valuable to MY customers?”

THINK: What will help your customers produce more, profit more, understand what’s brand new in the market, improve morale, improve attitude, and/or improve their life. Then write about it, tweet about it, and post on Facebook about it.

MAJOR CLUE: Many people tweet or post something someone else said. WRONG. It’s not what somebody else says that is meaningful to your position as a person of value in business social media; it’s what you say, what you think, what you have experienced, and what you believe to be true.

MAJOR CLUE: Quote yourself, not Benjamin Franklin. It’s tempting to quote Benjamin Franklin, but it will not build your value in the eyes of your customer.

DO THIS: If you sell toilets, then you have to talk about plumbing. If you sell insurance, then you have to talk about protection, or peace of mind. If you sell clothing, then you have to talk about fit and fashion. If you sell automobiles, then you have to talk about vacations and auto safety. If you sell real estate, then you have to talk about building equity, home repair, and front yard safety.

BUSINESS SOCIAL MEDIA SELF TEST:

• Make a list of your last ten tweets. Are they relevant to your business success? Did they help others in any way? How many got re-tweeted?
• Make a list of your last ten Facebook postings. How many people like your business page? Do you even have a business page?
• List the last ten actions you took, or messages you sent, on LinkedIn. Anyone join you or want to link as a result of them?
• List the last ten videos that you posted on your YouTube channel. Do you even have a YouTube channel? (It’s free!) Are you posting value messages that your customers and prospects would watch, learn from, and think of you as a resource? Any video testimonials posted on your YouTube channel? (Short testimonial videos will help prospective customers buy, and reinforce your own belief system.)

FINAL NOTE: All business social media is interconnected. You have to do ALL of them consistently to gain effective results. And you have to do all of them well if you expect to monetize your efforts.

Well, I have issued the challenge. I have listed the opportunities. I have even provided some “how-to.” The rest is up to you.

There are all kinds of books and seminars available on social media and business social media. I recommend reading as much as you can, and attending as many as you can. But my biggest recommendation is: START NOW.

Jeffrey Gitomer

I was recently at a marketing round table meeting. Our host Frank shared a story with us about how he and his family barely survived a horrific snow storm while stuck 13 miles in the Sierra back country for six days. This event changed Frank’s life and he wanted to share this story with his clients in his newsletter. His employer denied him because they thought it had nothing to do with business.

Frank left his firm shortly afterwards to become an independent financial planner and is very active in our community. He hosts seminars that are often not directly related to his business, but help others. He likes to share his survival story and the impact it had on his life. Frank builds his business primarily on referrals and does a terrific job of branding himself.

The Brand is You

After meeting Frank, an important principle I learned was reinforced. The brand is you. At the end of the day, most people will buy from you because they trust you and like you because of you. It’s because of your humor, expertise, gregariousness, passion, or your desire to help others.

Promote Yourself. Don’t rely entirely on your company’s marketing efforts. The company brand may be a part of you, but you are the connection to the customer and it’s you they trust.

Go to Meetup.com and join a club or two. It’s a great platform to share your knowledge and host workshops. Start a blog and write. Many are free and you’ll be amazed about how much more knowledge you’ll gain if you write daily. Network, have some fun and learn from others.

My company Foxxr.com has a few brands and represents Ace of Sales. I belong to three meetup.com groups and two Toastmaster clubs. I have a blog for my cell phone accessory business and I host the Ace of Sales Forum. I consistently update my sites with content and provide updates and ezines to my customers. I try to keep myself exposed to them and establish myself as a resource rather than just a salesman.

Let R Rip!

Jeffrey Gitomer wrote, “The more valuable you become, the more the marketplace will reward you”. So get out there and let r rip. Become a resource for others and others will become a resource for you.

Brian Childers

A Personal Story for the week of Halloween by Andy Horner

Donning the customs and costumes of Halloween was one of the great thrills of my childhood. I was R2-D2 at age 6, Godzilla at 10, and at age 13, when my friends all said they were too old, I went candy hunting alone as a white ninja.

But my lack of real ninja skills became evident between Knowles Drive and Arlington Hills when I was ambushed by Frankenstein and a portly vampire. They pushed me in the mud and made off with my sugary loot – yep, an entire pillow case full!

I arrived back home with tears in my eyes and missing one of my ninja boots (a sock with an insole in the bottom). My mom hugged me but I got no such sympathy from my older brothers, who could barely breathe from laughing so hard.

Truth is, I liked Halloween for another reason. When you approached strangers, you only had to say, “Trick or Treat.” As a child, I was terrified of speaking to people I didn’t know. Social settings soured my stomach and set my knees knocking. I’d rather face the real Frankenstein or Dracula himself than be trapped in a room full of “people.”

The fear followed me through college and into the real world of web design firms, where I shined as an art director with the super power to interpret customers’ cryptic requests. One day, my boss said, “Andy, how about joining our sales team? We could use your expertise.” The very thought of entering offices full of people I didn’t know rattled my bones. But there’s only one thing that scared me more than social settings – backing away from a challenge because of fear. I swallowed hard and said, “OK.”

I was plunged into the world of networking mixers, meetings with CEO’s, and cold calls. However, my relaxed personality and confidence as a web guru was neutralized by my nerves. I couldn’t sell because my anxiety and awkwardness was repelling prospects.

Finally, I was asked to speak at a local technology organization about building a strong corporate web presence. Company presidents, regional leaders, everyone would be there. I accepted… then threw up.

After 40 hours writing a carefully engineered script, my plan was to stride to the podium, put my head down, and recite my speech. But when I arrived at the packed event, I couldn’t find my note cards. In 30 minutes I was going to be called to the front of the room and I had NO SCRIPT!

I did what any social misfit would do – I panicked! Sweating and trembling, I grabbed the arm of the stranger sitting next to me and whispered, “I lost my notes! What am I going to do?” He whispered back, “You’re screwed.” I begged, “Seriously, man, help me!” The stranger responded, “Just have fun.” Real helpful, pal, thanks!

In a depserate attempt to rapidly recreate my week-long speech writing session, I pulled out a sheet of paper. Sweat dripping onto the page, I stared at the blank sheet. There simply wasn’t enough time!

The idea of fleeing the room flashed in my mind, but running away wasn’t an option! I would face this crowd even if it meant simply apologizing. I wrote four words: “Life has no script.”

“And now, ladies and gentlemen, Andy Horner!” It was the longest two dozen steps I’ve ever taken. Looking out at the crowd, I smiled. “Hi everyone. Last week I jotted down a short speech which I seem to have lost. It only took me 40 hours to write, so no big loss.” The room erupted in laughter. Unlike my brothers, they were laughing with me, not at me. I exhaled and let go. Fear released its grip and my creativity, ideas, and thoughts returned. I interacted with the audience. I drew diagrams. I even pulled a customer up on stage for a testimonial.

My speech was a success!

Now, I’m far more comfortable at networking events and in front of crowds. (I’ve had lots of practice.) But when my nerves creep up on me – as they occasionally do – I just whisper to myself, “Life has no script.” I let go and make the decision to just have fun.

Maybe you’ve struggled with confidence in corporate crowds. How do you fight off nerves and let go? Let me know: andy@aceofsales.com.

http://blog.aceofsales.com/

andyhorner

Everyday I’m Cc’d on ezines and emails from salespeople who are delivering value to their customers with Ace of Sales. They’re answering customer questions and delivering ideas, updates, and success strategies. They’re experts in their industry, just like you. However, there’s a big difference between them and you. Their customers are aware of their expertise and are repaying them with their loyalty.

Are you writing to your customers? If you think you don’t have enough time to write, allocate more. If you feel you have nothing to write about, switch to an industry that ignites your passion. If you don’t think you’re a good writer, you just need confidence and some pointers.

Here’s the winning hand of tips to improve your writing:

Ace of Hearts: Follow great content creators. To see how bloggers and expert article writers do it, use www.alltop.com to find popular blogs regarding topics you’re passionate about. Or, find your favorite magazine’s online version. Digest and examine their free content to grow your writing skills. I frequent wired.com and dwell.com.

King of Hearts: Improve your diction. Remember vocabulary tests from grade school? For most people, learning new words stopped about the same time. If you have a smart phone, get Dictionary.com’s app and turn on the “Word of the Day” feature. Each day, you’ll learn a new word like, “perspicacious.” To retain the word, force yourself to use it that day in conversation.

Queen of Hearts: Use more precise words. No one is expected to speak with Elizabethan eloquence, but it would behoove you to swap more general, com

mon words with more fitting synonyms. The word “discover” is better than “find” and the term “aesthetically captivating” is more informative than “interesting.” Using a more accurate word makes you appear more educated while improving your customers’ engagement and comprehension.

Jack of Hearts: Break your sentences down. If your paragraph feels awkward, chances are you’re trying to cram too much into one sentence. Split unwieldy sentences into two or three and you’ll find your words and ideas will work themselves out into a more flowing arrangement.

Ten of Hearts: Don’t reuse words too often. A quick way to sound pedestrian is to recycle the same words over and over again. Everyone has pet words, but when they appear too often in your writing, your readers may view them as a crutch for your inability to communicate clearly.

http://blog.aceofsales.com/

andyhorner

Did you know that before you read an email you scan it first to determine if you “want” to read it? This “always on” scanning mode helps you filter out the noise from the salient, important information from your inbox flood.

Without knowing it, you probably did this with my ezine today. And guess what? Your customers scan your emails too! In the blink of an eye, your customers evaluate every email to meet two criteria:

1. Is the message important?
2. Will it be quick and easy to read?

Even if your information is important to your contacts, if your emails don’t produce a “yes” for criteria #2, they may be ignored or deleted right along with the spam.

To get your emails read and get a response, you must format your emails for scanning.

Here’s the winning hand for writing emails that are quick and easy to read:

Ace of Hearts: Keep your emails and ezine articles short. Remember, your ideas, pitches, arguments, and benefit messages are far more interesting to you than anyone else. Need proof? Ask yourself why your spouse says, “that’s great, Honey” instead of “No…way, tell me more!” when you talk about work. Try to keep everyday sales emails to 150 words. Limit your lead ezine articles to 400, about the size of this article. If your emails go on and on, they immediately fail the scan test and you’re toast.

King of Hearts: Restrict the majority of your paragraphs to three sentences or less. Long paragraphs are scanning quagmires that can trigger the subconscious mind of your recipients to demand, “next email!”

Queen of Hearts: If you can’t avoid writing a large paragraph, make it easier for the reader to scan. Summarize the paragraph with a bolded title and structure the main points as a numbered or bulleted list. The result – instant “scannability!”

Jack of Hearts: Don’t bury your calls to action inside a paragraph. Whatever you’re prompting your recipient to do, whether it be download a PDF, visit a webpage, register for a webinar, or answer a question, put it on a line by itself and bold it.

Ten of Hearts: End your emails with a dialogue opener, not a closer. Stop writing “best wishes” or “warm regards” at the end of an email. It translates to “have a nice life.” Instead, use a valediction that opens a dialogue. Try “Thoughts?”; “What do you think?”; or “Eager for your reply.”

http://blog.aceofsales.com/

andyhorner

This question has been asked millions and millions of times by children worldwide. It’s a timeless question asked by kids who have little or no concept of time itself.

It’s natural. It’s human. Children and adults alike have a tendency to want to speed up the process of “getting there” because the agony of waiting is too painful.

As a child riding in the backseat of your parents’ car, you had no control of your destiny and, if you’re like me, your parents did not have a DVD player to keep you quiet. I remember listening to 8-tracks, AM radio, and then when the messiah came – the cassette deck. Those distractions helped to pass the time for my brothers and I, but I’m sure we asked “Are we there yet?” at least once every minute we were in the car.

I can’t help but feel as if adults are asking this question of themselves today. Of course, the context is different. Head down, teeth clenched, you go to work each morning hoping to hear that the economy has turned around overnight. Perhaps you’re waiting for a big account to hit, or for a new product to launch. All too often we try to distract ourselves with minutia and wait until external factors change our direction.

You no longer have to ride in the backseat. You no longer have to ask your parents if you’re there yet. You no longer have to wait for the government or some economist or your boss to define where you’re going, how long the ride is going to be, or whether the recession is going to be over soon.

I have a new technique I’ve been using on my daughters that I would like to share with you. When either of my girls ask, “Daddy, are we there yet?” I simply respond “Yes.” And then I keep driving. They may ask me once or twice more, but they usually get the point pretty quickly. My daughters accept that they are in the car for an unknown time and they make the best of it.

I tell myself the same thing every morning. “I’m here,” I think. “This is it. Get to work.”

I’m not there yet, but I’m making the best of today. I’m making progress.

What about you?

http://www.rickun.com

Noah Rickun

Are you putting enough of yourself into your sales?

One of the marks of a great sales pro is the ability to deliver expertise, insight, and ideas to customers routinely. They publish articles, tips, and updates in the form of professionally designed emails and ezines which help cement their customers’ loyalty.

Do your customers rely on you? Do they value you? Do they remember you? Do they refer you? Do they say, “What would I do without you?”

Ramp up sales by delivering value like a pro! Attend my new webinar:

“Delivering Value: A Cash Source Crash Course”

Register for one of the sessions below. (Don’t worry if you miss one – all my webinars are offered on a regular basis!)

See you on the webinar,

Andy Horner

—-

Unleash Your Creativity to Unlock More Sales
Thursday, Oct 21, 2PM Eastern Time | Register

Fast Start Webinar
Tuesday, Oct 26, 2PM Eastern Time | Register

— New Webinar Below —

Deliver Value: A Cash Source Crash Course
Wednesday, Oct 27, 11AM Eastern Time | Register

Deliver Value: A Cash Source Crash Course
Wednesday, Oct 27, 2PM Eastern Time | Register

http://blog.aceofsales.com/

andyhorner

Salespeople wanna make sales – and for the most part feel alone in the process.

One of the challenges all salespeople face is: What’s the best way? What is/are the way, the path, the words, and the actions that will lead me to the promised land? The sale.

Well, the one path that all salespeople want to avoid is the one that leads to “no.” Better known in the business as rejection, salespeople will go to great lengths to avoid “no.” Sometimes, many times, they will actually lose the sale by avoiding a situation where ‘no” is a possibility.

NOTE WELL: I’m trying to be nice and write this in the third person, so as not to make you feel less than whole. But these conditions in the main refer to, and apply to, YOU. And I recommend that as you read them, you take specific notes as to how you can improve the weaknesses I’m addressing.

In no particular order, here are the examples and pitfalls of the actions you take or omit to avoid “no.” And here are the grim reality bites of what you will and won’t do:

• Try to please everyone, without following the fundamental rules of salesmanship.
• Willing to give a proposal without demanding an exact time and place for a face to face follow-up meeting to go over it with all decision makers.
• Won’t ask to change or modify the terms of a bid or a proposal that would put you in a more favorable condition (years in business, video testimonials to prove your claims, financial worth).
• Failure to get to a decision maker for fear of going around or over the person you’re meeting with. Sometimes you won’t go over someone’s head because you have nothing of value to give them other than your sales pitch.
• Won’t start higher up the ladder on a sale, because you’re afraid to go beyond your comfort level of sales.
• Accept the first no or I’m not interested as a final answer, and leave, rather than try to be rejected three or four times in the same call.
• Call reluctant on cold calls instead of being prepared with a value message and confidence based on deep belief that the customer is better off having purchased from you.
• Call reluctant on follow-up because you don’t want to get rejected. Reality: you have nothing of value to say or offer and just want the money.
• Have five big customers but no ideas to call them with other than to ask for more business. So you don’t call (and you miss an opportunity that your competitor grabs).
• Won’t call to confirm an appointment for fear it will be canceled. Because you have given no perceived value.
• Won’t leave a voice mail. You know your call won’t be returned because you have/had nothing of value to say.
• Will email when you should call, and wonder why it goes unreturned or worse, unopened.
• Will phone or email when you should visit. You think it’s “safe” when in reality it’s delaying the sale.
• Taking the wrong approach. Looking for pain, because you don’t understand any other way. Why not look for pleasure?
• Not using testimonials as final proof.

And then there are the 4.5 game changing elements of a sale that require your courage and intestinal fortitude. (Also known as having the guts to do, say, or pull it off.)

1. You won’t demand to be in on the final meeting – where the decision is really made.
2. You won’t call an angry customer back – and pass the complaint off to someone else, making the customer even angrier.
3. You will let accounting handle collections, and damage your relationship.
4. You don’t have the guts to tell someone “no,” when the situation just won’t work.
4.5 You don’t do what’s best for the customer. Offer a different product, a different service, even a different company, because you’re afraid to lose a sale or a commission.

Salespeople develop these “chicken” habits as they mature (or immature) in their career, based on their actions and reactions, and the actions and reactions of others.

• You walk on eggshells so as not to offend.
• You get stepped on and pushed aside by prospects.
• You take it on the chin from all people all the time.
• You try to mirror instead of harmonize.
• You’re scared to lose the sale (money) rather than doing the right thing, and helping the customer.
• You’re scared to ask for the sale for fear of rejection.
• You think you’re alone in the selling process.
• You’re asking for referrals rather than earning them.

Well, that’s enough evidence for you to change out of your chicken suit, and put on some designer clothes. Look the part, act the part, prove the part, and you’ll get the part – and the order.

I have three more things that will help you change your chicken habits and earn your wings. Go to www.gitomer.com and enter the words CHICKEN HABITS in the GitBit box.

Jeffrey Gitomer

I am going to ask you to something very weird right now. First of all, I want you to listen to your thoughts. Now tell me, what thoughts fill your head? Would you label them as positive, or negative?

You do not have much to lose by adopting a healthy, positive attitude. Studies show that such an attitude actually retards aging, makes you healthier, helps you develop a better stress coping mechanism, and has a very positive effect on all the people you meet every day. So, what’s not to like about a positive attitude? Adopt one today.

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http://lisasaline.com/

Lisa Saline, ACE

At a seminar today in Kitchener, Ontario, (an hour north of Toronto for those of you without Google Maps) James Perly, of Perly Consulting Group, came up to me during a break and said, “I have a new closing method.”

I said, “Great! What is it?”

“We beat our customers over the head with a value stick until they close us, and ask us to buy. We don’t have brochures, and the whole meeting is about how exactly we would deliver massive value to the client, all done in a friendly, professional manner. We give the client a full strategic map of how they profit if we’re hired. They buy because they believe we are capable of implementing the plan we have offered.”

I smiled.

James continued, “At the end of our sales conversation we have provided our customers with so much value and perceived value that they ask questions like, “OK, what’s the next step?” or “How do we get started?”

NOTE WELL: This is a pretty interesting concept when you consider that 99% (and I may be a bit low on that number) of salespeople (you included) are trying to figure out some manipulative way of closing the sale or asking for the sale. Or worse, they’re wondering when the best time to close is.

Think about it. Is it more powerful for you to ask for the sale, or for the customer to want to buy? Is it more powerful for you to ask for the sale, or for the customer to ask, “When can we get started?”

Your big question at this moment is, “OK, how do I do that?”

But a bigger question is: Are you willing to jump off the product pitch and price comparison proposal horse and buggy, and onto the value rocket ship?

VALUE is a combination of what you offer that you perceive is in favor of the prospective customer, combined with what the prospective customer actually perceives is in favor of them. Sometimes those are two very different perceptions.

What is your “value proposition?” Do you even have one? What are you saying to a prospect that goes beyond what you do and how you do it and what your product or service is, and how it works? Hard question. Harder answer.

BE AWARE: There are 9.5 key areas where value can be perceived:

1. Ease of doing business with you.

2. Ease of contact with you and anyone in your company.

3. Ease of use after purchase.

4. Increase in productivity for the customer.

5. Availability of service when the customer needs it.

6. Boost in customer moral after product or service is installed.

7. Reasonably affordable and market price aligned. NOT the cheapest – rather the best value.

8. Additional profit to the customer (not savings of money). How does the customer really monetarily benefit from overall use?

9. Assurance to the customer, and perception by the customer that there is a perfect fit.

10. Assurance that there is no risk in doing business or purchasing. Otherwise stated as “their peace of mind.” Total reduction or elimination of their perceived risk in doing business with you. Without this, the first nine points don’t matter.

10.5 Continued value messages to help the customer AFTER the purchase has been made.

SALES REALITY: All prospects and customers want to know the same thing: What’s in it for me? How do I profit? And of course: How much is it? When these elements are part of an overall value presentation, you (the seller) win.

If the customer needs it, wants it, and feels there’s a fit – then they will compare perceived value with price.

Most people buy what they PERCEIVE is best for themselves. They first look at the value and quality. How does this suit me, how does this feel, how comfortable with this (and this salesperson) am I? Or better stated: What is THE FIT?

Then they justify the price – or not. The decision to buy is made emotionally, and then justified logically.

BEWARE: Keep in mind that what I have just told you has NOTHING to do with your literature, your sales pitch, your sales techniques, or your product description. It has everything to do with how the customer perceives things will happen after they take ownership or after they get started.

PRICE REALITY: Don’t worry about a price objection – price is just a customer’s way of telling you that the value is lacking, or not evident.

If you want some questions that lead to motive and value, go to www.gitomer.com, and enter the words VALUE MOTIVE in the GitBit box.

Jeffrey Gitomer

When I say “pizza” what words come to mind? What images come to mind? What tastes come to mind? What restaurants come to mind? What delivery service comes to mind? What toppings come to mind?

Pretty interesting questions. And you have immediate answers.
In fact, you may be reaching for the phone right now.

Pizza is universally loved UNLESS you get a pizza and you don’t like the toppings or, worse, it has an anchovy on it!

Pizza offers choices that match your craving or desire. AKA: Pizza offers exactly what you hunger for. You get to CHOOSE how you want your pizza to be prepared. Everyone does. Can you imagine it any other way? If you call a pizza place and they say, “We ONLY have sausage,” you will hang up and call someone else.

Not only do pizza places give you exactly what you want, they’ll even deliver it to your door in less than an hour.

COOL NOTE: When you order a pizza from Domino’s Pizza online, you can actually track it being made and being put into the oven. And you’ll know when the delivery person is on his or her way to your door. It’s worth the price of the pizza just to see the technology.

How is the pizza philosophy working in your business?
Are your products and people ready to serve exactly the way your customer wants?
What kind of pizza do you sell?
How fast do you deliver?
How flexible are your offerings?
What are your hours of operation?
How e-commerce friendly are you?
Do you give the customer the toppings they want?
How easy is it to do business with you?
Are you bogusly “serving me better” from among nine options?
Are customers raving about the quality of your pizza?

THINK ABOUT THIS: Would you rather place a special order at Burger King or McDonald’s?
REALITY BITES: Burger King made a living off of McDonald’s customers with the slogan, “Have it your way!” Thirty years later, McDonalds still doesn’t get it – but all of their competitors do.

REALITY BITE: Give me what I want. I want it MY WAY!

Back to your business. Do you give your customers what THEY want? Do you even know what they want? I doubt it.

If businesses gave customers what they really want, there would be more market demand for their product or services.

For example: Why aren’t all banks open on Saturday and Sunday? Why don’t call centers move back to America? Why doesn’t everyone answer their phone with “hello?” Why do many restaurants not take reservations? Why do companies hire rude people? Why do hotels only serve one brand of soft drink?

And while I’m asking all these questions, and you’re nodding your head in approval, what are your customers wanting? Needing? Hoping for? And how are you delivering those needs, wants, and hopes?

I wonder if you’ve EVER had a meeting that included customers, where you asked them “what’s missing?” or what ingredients they want that you don’t have or don’t offer.

BEWARE OF QUALITY COMPROMISE: When I order a pizza, I order mushrooms on it. I ALWAYS ask if they’re fresh or out of a can. If they say, “Out of a can,” I thank them, and hang up.

BEWARE OF QUALITY COMPROMISE: I used to eat at a Chinese restaurant in Charlotte. They had the best pineapple fried rice on the planet. Last time I was there, it tasted terrible. Canned pineapple was substituted for fresh pineapple. “Fresh pineapple costs too much,” was the manager’s snappy reply. That’s the last time I was there. The very last time.

I left the manager my business card and told him when they go back to fresh pineapple, please call me and I’ll return. So far he hasn’t called. That was about a year ago. Ate there once a month or so. Average dinner bill was 60.00 plus tip. That’s a total of $1,440.00 in lost revenue. That buys a lot of pineapple. And a lot of loyalty. And a lot of word-of-mouth advertising.

Never ceases to amaze me what business people will do to save a nickel that ends up costing them thousands. How many nickels are you saving? And what is the cost?

In these times many businesses are cutting costs. Make sure you don’t cut service offerings, and products your customers crave. Yes, dollars are important – but keep in mind that those dollars come from customers, not CEOs or purchasing agents.

If you want more on what customers really want, go to www.gitomer.com and enter the words CUSTOMER WANTS in the GitBit box.

Jeffrey Gitomer

1. Follow-up – Once your customer buys from you be sure to send a “thank you” via a custom branded email or handwritten postcard. Follow up with that customer on a regular basis to stay in front of them so that when they are ready to buy again they will remember you first.

2. Upsell – For the online marketers it’s a nice enhancement to your shopping cart when you offer the customer a complimentary product or add-ons to the product they selected. Show them the value of purchasing the additional item and they will order. A great example of an upsell provider is Amazon.com.

3. Online referrals – Give a bonus to the customers that use your Tell-A-Friend service that allows the customer to enter the names and email addresses of their friends. The bonus might be an eBook, a rebate on the order or a discount on their next order.

4. Affiliate Programs – When you sell a product, give your customers the option of joining an affiliate program so they can make commissions selling your product. This will multiply the sale you just made.

5. Sell the reprint/reproduction rights to your products – Let’s say you write an eBook where the content offers great value. Rather than keep it to yourself  make sales by offering the reproduction rights to users who want to publish it for you.

6. Cross Promotion – Include an ad or flyer for other products you sell and ask other businesses to include that flyer for you as well. Pizza shops are great at including business flyers for multiple businesses.

7. Product Shipment – Include a coupon for other related products or a discount on your next order. Tell them to hang it near their computer so they remember to use it then send out a followup email reminder a short time after their initial order.

8. Send your customers a catalog – For people who order online the have friends that don’t. Send them a catalog reminding them of new specials and to pass it along to someone who they think would enjoy it.

9. Gift Certificates – Gift certificates are an excellent resource for additional orders. Your customers could purchase them online or direct from you for future purchases or services.

10. Include free products – People love free stuff.  The freebies should have your brand/logo, website address and phone number on them. It could be bumper stickers, ball caps, t-shirts, ebooks, etc.

My favorite tool for helping increase sales and stay connected with my customers is the Ace of Sales system. You can try it out for free with promo code: SALINE30. When you set up a free account send me your first branded email so you can see the power of how it would work in your business. Send it to Lisa (at) Lisa Saline (dot) com.

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http://lisasaline.com/

Lisa Saline, ACE

Congratulations to our “Dinner with Jeffrey Contest” winner, Angel Jensen. Her hilarious and colorful Email Greeting plus a strong network of friends, family, and supporters put her on top. At 11 PM Eastern Time today – Sept 30 – Angel clinched the winning spot. She won by a margin of almost 70 votes, to capture the prize of an all-expense paid trip to Charlotte, NC to visit the Buy Gitomer Studio and have dinner with Jeffrey Gitomer. One thing can be guaranteed: this will be an evening to remember. Congratulations to our winner, Angel.

The contest was a lot closer than it appeared in the end. Lisa Argabright and Amy Whitaker were tough competitors putting up a fight that looked to be a photofinish. All the finalists had strong entries and all deserved the recognition they received from friends, family, and supporters from all over. Well done, everyone!

The final vote tally was Angel Jensen: 414, Lisa Argabright: 345, Amy Whitaker: 272, Duane Christensen: 132, and Rebecca Drabent: 112. A total of 1,275 total votes were cast. See all the entries.

From the very beginning our goal was to push our customers to use their imagination, creativity, and selling ability to bring their Email Greetings to life. Visit the original contest site. We couldn’t have hoped for a better, more fun-filled contest. Thanks to our contestants, our fantastic finalists, and to everyone who participated. We had a blast and we hope you did too!

Angel… we’ll be contacting you tomorrow. We hope you’ll have returned from cloud 9.

http://blog.aceofsales.com/

andyhorner

During the contest, we asked Ace of Sales customers to send in a custom designed Email Greeting that answered one, simple question: “Why would you like to have dinner with Jeffrey?” The winner gets an all expense paid trip to the Buy Gitomer studio in Charlotte, NC and dinner with Jeffrey Gitomer.

Many of the entries were surprisingly personal, expressive, and creative. Some were so compelling, we wrote them back!

The entire process was a treat and as the entries flew in, I was reminded of certain selling principles and truths that are invaluable for all of us to keep in mind.

Here’s the winning hand of reminders:

Ace of Hearts: Read the directions. We received entries from a number of contestants that didn’t qualify because they failed to follow the rules. One of the fastest ways to be disqualified by your customers is to overlook their requirements.

King of Hearts: There’s no greater waste than a brilliant idea presented poorly. Your ideas hold the potential to establish you as a thinker, expert, creative force, value provider, and priceless resource. They have sales-making power! However, if you can’t communicate them succinctly, clearly, concretely, and attractively… they’re useless.

Queen of Hearts: Some misspellings are worse than others. No matter how much proofing and spell checking you do, you will make typos. Make double sure it’s not your customer’s name. If your customer’s name is Jeffrey and you spell it Jeffery – you’re out.

Jack of Hearts: The aesthetics value of design is difficult to measure. Because of that, some people don’t think good design matters or wins the business. But here’s the thing, bad design and poor graphics can disqualify you. Good design is an unstated requirement.

Ten of Hearts: Don’t pretend to have a deeper relationship with your customer than you really do. Customers roll their eyes at manufactured familiarity. If you want to get to know someone better, simply say “I’d like to get to know you better.” Authenticity wins every time.

Good luck to our five finalists!

http://blog.aceofsales.com/

andyhorner

Charles Cannon’s emails to his customers are so good they intimidate me! He is a “Client Advisor” (awesome title) for Advantage BMW in Houston, TX. This guy understands what most sales people do not – how to stay in front of his customers with real value on a routine basis.

Let me break it down…

3 Charles Cannon take-aways:

1. Be Professional
Look at this guy’s photo! Great lighting. Great smile. Power posture. (Is your photo this good? If not, fix it.) The blue gradient block behind him adds a unique, polished touch. His emails are cleanly laid out. His articles are short. He avoids rainbow-colored text (so should you). He delivers short, scannable, well-written, proofed articles. His professionalism validates his claim to be a client advisor.

2. Be Approachable
His smile is friendly but confident – essential to gaining trust. He signs off his emails, “Your friend in the car business” as a reinforcement that he is on the customer’s side. Throughout his emails, he reminds customers to contact him any time with questions. His messages are rich with the word “you” rather than “I.” His customers can’t miss the fact that Charles is always thinking about them, working for them, and available to them. His doors are wide open.

3. Provide Value
The first two tips are prerequisites if you want your customers to listen up. Without them, regardless of your expertise, you repel rather than attract. Once you have your customers’ respect and attention, the magic happens. And when it comes to magic, Charles has a few tricks up his sleeve.

He sends information and advice he knows his customers will be thrilled to receive. Details about BMW’s latest models or the new safety test results are examples. Charles uses Branded Emails for short updates. To really grab customers, he sends Email Greetings with compelling images like a crash test car with the title: “Will your family survive this accident in another vehicle?” When he wants to add support content, like helpful tips and links to videos, he publishes an Ezine.

The versatility of the different email formats enables Charles to deliver value to his customers on a regular basis and solidify his position as their indispensable resource and go-to advisor. When it’s time to purchase their next BMW, who will they visit? Charles Cannon.

http://blog.aceofsales.com/

andyhorner

By Ace of Sales Customer and Champion, Jeff Blair

Over and over, I hear small business owners groan that despite all the work they put into their email marketing efforts, customers don’t respond. But when I peek at their emails, they look like all the others – noisy catalog-like pages or spammy solicitations!

They’ve spent too much time fooling with the technology, building their templates, automating the process, but not enough on creativity. For your emails to be effective, they must be simple, fun, value-focused, and express your unique personality.

I’m full of ideas, but like many small business owners, I lack the technical ability to build graphic-rich emails. When Ace of Sales was introduced, the light bulb went off because this program does all the technical and design work for me. My emails appear clean, branded, and legitimate – not spammy. All that’s left is to have fun.

I use Email Greetings and Ezines as canvasses to express my expertise, ideas, suggestions, promotions, and personality to my customers. I send at least one email to my contact list each week (or at least every other week). I simply plug in my ideas in the form of pictures and words and Ace of Sales designs and delivers them as beautiful, crisp communications.

My company sells closet and garage organization products to contractors. In order to stand out, I bring my products to life! For example, I’ll have one of my featured products speak for itself. I use the custom designer in Ace of Sales to add word bubbles to my tie racks and hamper baskets.They may tout one of their benefits or suggested uses. This little shot of personality surprises my customers, endears them to me, and creates dialogue.

My recommendation to small business owners: spend less time creating emails and more time sending creative emails. Use Ace of Sales to connect with your customers by being personable and professional.

Focus on two areas: delivering value and building your personal brand. Let Ace of Sales handle the design and technology for you. It will help put you on your customer’s radar ahead of everyone else.

http://blog.aceofsales.com/

andyhorner

So your email messages and marketing are falling flat on your listener’s ears. They don’t open the emails and you rarely, if ever, get responses from anyone. You want to grow your audience and increase communication with them. More than anything, you want to make more sales through the marketing efforts that you are doing.

What can you do?

First, look at the message

Lets face it, we have all written our share of boring emails and marketing that couldn’t get past anyone’s inbox without being deleted. My emails used to be very standard, written in a tone that didn’t excite the reader and engage. Spice it up, add calls to action, add links to your blog and social media pages. Get readers to hop around a little and expose them to all your media.

Then, give them some personality

This is your chance to be creative and use that creativity to engage your listeners. Here’s what I do to add personality. I sell products for organizing areas of your home. I will use product images in my email marketing and give those products a voice. For example, I’ll take a clothes hamper that I sell and use a picture of it with a call out bubble saying something unique. To make creating these emails and sending them very easy, I use the Ace of Aces software and this tool simplifies the process quite a bit.

Next, look at the reader

Having the right audience is pretty important, but even if the reader is not an exact match they may still be the right audience. This is especially true with specific product/services emails or an ezine. I have had many people reply back to me from an email that was sent previously with interest in something unrelated to the content. Point is, the emails you send will keep you in front of your audience.

You have to be there

This one is critical. A lot of people give up email marketing after a few times. It takes repeated efforts, at least 7 to start getting on the radar. Keep at it and send messages with value so that your audience will remember you when they need something. If you’re looking for a one time sale this may not be so important to you. However, if you are building an audience for the purpose of repeated sales then you will need to stay with it.

Practice until you start getting results

There’s time for practice in all this and you can keep refining the message until the results begin to happen. Once you find something that sticks, you can start from there and grow an entire campaign around it.

Jeff Blair, ACE

Creating a personal brand takes time. I know this because I have been building my own personal brand for a while and there is still a long way to go.

Here are some things I have learned so far;

1) It takes time, but only after you have found at least some direction that you want to go.

Personal branding naturally takes time to achieve, but I have found that the “time” doesn’t really start until after you have figured out what it is that you want to brand. Sound obvious? Maybe so, but think about how many business people start personal marketing or using social media without a specific brand or purpose. It’s good to have at least a message that you want to broadcast before trying to establish a brand. This saves time in the long run.

2) It takes exploration to dial in the direction that fits you best.

This might be better stated as finding your passion, or at least one of them. Often, people become known for what they do or talk about the most. Are you in real estate, green building, relationship building, cycling, etc.? If you pattern your brand after your passion it fuels the persistence needed to stay with it. This normally will be the thing that you want to do or talk about long after everyone else wants to go to bed.

3) It takes work, consistent work in areas that you have direct control over.

Start by searching and looking in the areas that you want to build your brand. Social media outlets are one channel, and a good one but there are others. If you are building a local brand, get connected there through business networks. I know a guy who recently moved and is building his local brand by attending every business network function that he can find applicable to his brand. This makes lots of contacts and gives options towards other channels.

4) It takes help, and a lot of it from others who have built their own brand.

Don’t be afraid to ask for it. There’s a lot you can do on your own such as blogging, tweeting, linkedining (is that even a term?) but at some point you’ll need help to grow your brand. One way to start asking for help is writing something that fits your brand for someone else to post on their blog or publish in their magazine. This exposure will often lead to more interests from others.

5) It takes persistence to keep building because there will be slow periods.

You can’t ever stop doing the brand building thing if you want to build it bigger. Sometimes motivation stalls during periods where there is no real feedback coming from your readers, customers, clients, etc. These are the times that you have to keep on publishing or networking. One of my customers recently told me that they do business with me because of my email marketing. They made the point because of they realized that they never gave me feedback to any of the email marketing, but felt I would like to know that they get value out them anyway. There are probably others like that out there. That’s motivation to keeping up the brand building.


Jeff Blair, ACE

The one thing that I hear over and over again from small business owners is that their marketing messages fall flat on their target audience. The creativity, the message, and the execution just don’t add up to be effective. The result is that they all look just like all the others.

Do you stand out from the crowd? Are you visible enough? To stand out and be heard you have to be “in front” of your customers every week. This is where a lot of people fall short. They simply do not put out enough marketing to be heard! You have to be visible. To be visible, you have to publish your ideas and thoughts. To brand yourself, your products and services, you have to be authentic in that message.

How can I be more authentic and creative

Start with yourself and choose something unique that you can use for your brand. Do you favor a certain piece of clothing like a sweater vest or tie? How about your hair style? Take a fun picture of yourself with these things in mind and use that on everything you publish. Take it one step further and turn the picture into a comic strip piece with photo software. That will help you standout.

If you sell products, give them personality and life with call outs. You can create a company mascot out of one of your products and use that as a common theme on your marketing.

If you’re in the service business, use photos that create emotion for your customers. Children or pets using computers for example or, attorneys could take a picture of themselves with duct tape over their mouths to show people that they really listen, contractors can use pictures of homeowners in precarious situations with a message that tells them you can help avoid that for them.

Maybe you don’t have the technical ability?

I’m full of ideas but lack the technical ability to actually create something that can be effective. In other words, I don’t have experience using software that allows me to put together crisp marketing messages that will actually sell my products.

I use Ace of Sales and when it was introduced, the light bulb went off because this program does all of the technical creative work for me. I use email greetings and ezines to express those ideas. I simply plug in the ideas into the software in the form of pictures and words and Ace of Sales publishes it into a beautiful crisp marketing message.

My company sells closet and garage organization products to contractors, they in turn install them into people’s homes. In order to stand out, I give the products themselves some life. For example, I’ll make tie racks or hamper baskets talk and say something with a call out bubble. This little shot of personality creates dialogue with my customers and puts me on their radar ahead of everyone else.

Use this winning formula to stand out from the crowd

1) Find something unique about yourself that can become your brand.
2) Create messages that will engage customers and create dialogue.
3) Use Ace of Sales emails to catapult you ahead of everyone else.
4) Build rapport and visibility with consistent marketing messages.


http://jeffblair.squarespace.com/

Jeff Blair, ACE

Great job to everyone who entered our “Dinner with Jeffrey Contest”! We’ll be emailing each of you a little thank you gift for joining the fun.

But now it’s time for you to pick the winner from our five finalists:

Rebecca D. •  Amy W •  Lisa A. •  Duane C. •  Angel J.

Vote for your favorite on our Facebook page.

To enter the contest, entrants were required to answer one, simple question: “Why would you like to have dinner with Jeffrey Gitomer?” They had to do it in the form of an Ace of Sales Email Greeting. (Here are the examples we provided.)

We picked the finalists based on creativity, writing ability, emotional hook, professionalism, and other subjective factors like if it made us smile or spew soda.

Many of the entries were surprisingly personal, expressive, and creative. Some were so compelling, we wrote them back!

The entire process was a treat and as the entries flew in, I was reminded of certain principles and truths that are invaluable for salespeople to keep in mind.

Here’s the winning hand of reminders:

Ace of Hearts: Read the directions. We received entries from a number of contestants that didn’t qualify because they failed to follow the rules. One of the fastest ways to be disqualified by your customers is to overlook their requirements.

King of Hearts: There’s no greater waste than a brilliant idea presented poorly. Your ideas hold the potential to establish you as a thinker, expert, creative force, value provider, and priceless resource. They have sales-making power! However, if you can’t communicate them succinctly, clearly, concretely, and attractively… they’re useless.

Queen of Hearts: Some misspellings are worse than others. No matter how much proofing and spell checking you do, you will make typos. Make double sure it’s not your customer’s name. If your customer’s name is Jeffrey and you spell it Jeffery – you’re out.

Jack of Hearts: The aesthetics value of design is difficult to measure. Because of that, some people don’t think good design matters or wins the business. But here’s the thing, bad design and poor graphics can disqualify you. Good design is an unstated requirement.

Ten of Hearts: Don’t pretend to have a deeper relationship with your customer than you really do. Customers roll their eyes at manufactured familiarity. If you want to get to know someone better, simply say “I’d like to get to know you better.” Authenticity wins every time.

Good luck to our five finalists!

http://blog.aceofsales.com/

andyhorner

Just the facts man.

I used to run into brick walls trying to create more sales for my hotel — a lot. Now I bust through them.

I enrolled in the Ace of Sales program and began the obstacle course my first day. I was kicking butt with jumping over objections, creating ideas for superb customer service and I even climbed the rope of rejection more than once! I began blistering the competition.

I had Sergeant Gitomer and his team backing me up all the way. He would say “there is no crying in sales!” and with those words I would dig down deep and do the push ups to completion.

I have learned how to be tactical in finding the criminals that kidnapped my past guests. My guests are now free from the grip of the same old boring treatment.

At CSY Headquarters I keep the competition at bay with steel.

It is my civic duty to brief Jeffrey Gitomer at dinner about the no kidnapping rules. Besides, I need to collect my Meritorious Award for courage, bravery, integrity and creativity.

But most of all to be able to thank everyone at Ace of Sales for everything they do every day to change the lives of sales people.

Continuing the Journey,
Agent Rebecca Drabent
Guest Detective
CSY Headquarters

http://blog.aceofsales.com/

andyhorner

Jeffrey Gitomer’s Ace of Sales system is the ticket for people in Direct Sales to enroll new customers! Ace of Sales will help you make sales, close deals, and build loyal relationships.

Isn’t that what Distributors in Direct Sales want?

Building your Contact List

• Load your new business contacts into the database and even categorize them so you know where you met.
• Convert the new business contacts to customers and then change the category so you can manage your email campaigns effectively.
• With the contact management tool you can track information about that person. What they are interested in, where are they working, what do and don’t they like about what they are doing now, how many kids, married, etc.
• Follow up with contacts after a networking event

Set Appointments

• Send a custom branded email to confirm your appointment. Your picture is on the email so your prospect will know who you are right away when you meet face-to-face. It takes the “wonder” out of meeting a new person and therefore your prospect will feel at ease allowing you to quickly get into building a relationship
• With the online calendar you won’t miss an appointment, birthday, anniversary or milestone event.

Managing Follow up Processes

• With the soon to be released campaign manager you will be able to schedule your 7 touches with your prospect. Send an email, a custom email card, a printed greeting card, post cards and even include a gift card.
• Create a weekly or monthly newsletter with information about your company, new products, celebrations, inspiration and upcoming events.
• Thank your customers with a WOW!
• Send a “Thank you for attending” custom email.
• You don’t need a fancy snazzy auto responder like the big Internet marketing gurus have.

Celebrate Success

• Send a custom email with a “Congratulations on Your Advancement”, a printed greeting card with a gift card included, a simple postcard with the photo of the Champion on stage and even schedule special events in the calendar.

Stay Plugged In To Success Events

• Need to send a quick email reminder for an event? With the click of a button you can select a category that your team is in and the system will brand the email and personalize for you. No more hunt and peck in your email list or risk forgetting to include that all important team member or customer.

One of my favorite features of the system is the tracking tool. You can see when an email was opened. That way you know that the person you are meeting with has opened it and you can give them a quick call.

Lead By Example

• Give your customers and business builders a reason to follow your lead.
• You will stand out from your competitors because many distributors in Direct Sales are not good with follow up or send the standard email.
• With Ace of Sales you can set up campaigns for your team mates to plug in to. That way your team brand is consistent and everyone can benefit from the awesome deliverables without having to recreate the wheel.

Lisa Saline, ACE

I am new to Charlotte. I moved down here in June with my family and I’ve been working my tail off to connect with influential business and community leaders, to build a local reputation as a person of value, and to fill my sales pipeline with people with whom I have already established a friendly rapport. I attend somewhere between five and ten business networking functions per week. Sometimes three on the same day. Yes, it’s a big commitment. Yes, it takes a ton of time. But it beats cold-calling any day.

As a result of putting myself out there, I have the pleasure of meeting new people on a daily basis. That pleasure also comes with a challenge: I leave each function with a stack of business cards, often as many as fifty, and I have struggled to keep up with follow-up. That is, I struggled until I created a process.

Through trial and error, defining and refining a process, and observation of how others I have met follow-up, I created a best-practices list that I now follow. Before I share that list with you, however, you should know that the opportunity for impactful follow-up is limited by only two factors:

1. Your creativity.

2. The time between the meeting and the follow-up.

Quite simply, the more creative your outreach and the sooner you follow-up, the more impactful the impression you make on your new contact will be. There’s an old cliché, “Out of sight, out of mind.” It’s old and it’s cliché because it’s true. Your greatest opportunity for impactful, memorable, and effective follow-up is within the first 24 hours after your meeting. And, the more creativity you employ, the more likely it is that you will stand out from the other 49 people your new contact met yesterday.

I have developed a process for follow-up that is not only impactful, but efficient and organized. I challenge you to adopt it, master it, and then modify my process to fit your own personal style.

7 Steps to Effective Follow-Up

1. I get the contact’s business card, double check for an email address, and tell the contact to expect to hear from me soon.

2. I write something on the back of the card that will jog my memory about my conversation with my new contact. Sports fan? Grew up in Milwaukee? Really loved the appetizers? Interested in new technologies? Something personal and relevant.

3. I scan the business card into my address book with CardScan. Yes, I know they have an iPhone application that takes a photo of the card right at the event and then uploads it to my address book. I’ve purchased and tried three different applications, but found none of them reliable. I also know that I could have entered the contact information directly into Ace of Sales, but this is my process and it works for me. I find that if I scan the card, I can often trigger a specific memory when I look at that image in the future. And, yes, I know I can Bump anyone with an iPhone or a Droid, but until the developer comes up with a way to Bump me the next day so I am sure to follow-up, I’ll keep collecting physical business cards.

4. As I’m scanning the cards, I put aside the few contacts that I want to build a relationship with. Although I want to stay connected to everyone, I can only be personal with a few.

5. I then import the entire batch of scans I just completed to Ace of Sales. I’ll send the majority of contacts a “Branded Email” with a few comments about the networking function and a call to action to connect with me via any of my social media profiles.

6. For the contacts that I am interested in building a deeper relationship with, I create an “Email Greeting” that I personalize for each recipient. I use the stock images from the Ace of Sales gallery, or pictures I snapped at the event (a photo of your contact ALWAYS gets his/her attention), or even something relevant from Google Images.

7. In that “Email Greeting” I always ask for an appointment or a commitment to meet for coffee. But not before I deliver value first. If I had an interesting conversation with the contact, I’ll attach an article that discusses something relevant. If I know someone that would be a good prospect for my contact, I’ll introduce that prospect right in the email. I give my contact a reason to want to connect with me beyond what I may have established the day prior at the event.

But there’s one more secret I want to share with you, and it is the key to maximizing the opportunities you encounter after a first meeting. Lots of people follow-up. The call or the email sounds something like, “Hi, Noah, this is Joe. We met at the networking function last week. I just wanted to follow-up and say that it was great to meet you. If you ever need anything, just call!” Nice, right? Joe took the time to reach out to me. But Joe also failed to stand out from every other contact I made last week.

I have found that the secret to successful follow-up is all about follow-through. Look at the difference in the power of the following two opening lines of an email:

“I’m just following up to say that I enjoyed meeting you and look forward to seeing if there’s a way we can work together.”

vs.

“I just mentioned your name to a friend of mine that would be a perfect customer for you…let’s meet for lunch.”

Which one gets a reply? Which one gets the appointment? Which one leads to the sale?

One final tip: remember to bring your business cards to the event! I cannot tell you how many times I failed to bring enough cards (or any cards at all, on occasion) and how frustrating it is to have to tell a new contact that I “forgot my cards at the office.” When you forget your cards, you look unprepared and uninterested in connecting. I know this is a weakness of mine, so I took a proactive, creative approach to ensure I would always be ready to connect—anytime, anywhere. I bought a domain name for $8 and built a simple one page website in less than an hour. Now when I forget my business cards, I tell people to visit IMetNoah.com. If you want directions on how you can create your own online business card, visit www.imetnoah.com, connect with me on LinkedIn, Facebook, or Twitter and send me a note. I’ll be sure to follow-through on my offer to help!

Noah Rickun

The global phenomenon of Twitter has spread into every imaginable market, with more tools and uses becoming available all the time. Despite this, new users often pose the same question:

What in the heck am I supposed to tweet about?
Veteran Twitter users would find it difficult at best to answer this question with any amount of brevity (despite the 140 character restriction) – but, for business users, there is at least one universally applicable subject matter that you can start with, namely, your frequently asked questions, or FAQs.

Why Tweet Your FAQs?
Suppose you have a product that generates lots of user questions - whether it is assembly questions, installation, technical support, maintenance, accessory orders or the like, there are bound to be some questions that you receive on a regular basis. You’re already answering them on your website, (you ARE doing this, right?), so why not consider a quick tweet with the link to help direct Twitter users who may be in need of this information?

Some Other Examples:
* Link to the directory of local sales/maintenance representatives
* Link to short training videos you are hosting on your site, or at YouTube
* Link to your newsletter subscription page
* Link to welcome videos
* Link to free technical manual downloads, ebooks, coupons or other offers
* Link to event calendar with upcoming events and appearances

We all know that there “is no such thing as a stupid question,” but we’ve all felt reluctant to ask one at some point or another. Help make relevant information readily available, even to the shyest of customers by offering this information as tweets.

In addition, you can build customer loyalty and goodwill by encouraging them to send you their questions, and you can answer them in a public twitter “shout out.” Everyone loves to be made to feel special – consider offering a special discount or freebie to the best question each month in order to increase submissions.
Many Twitter users that may not have previously been aware of your company will be able to find you by way ofthe”search” tool on the Twitter website – think of your tweets as a 24/7 sales tool that serves double-duty as product information.

Twitter is a viable, free tool that can provide your company with immeasurable value. With just a small investment of your time, you can provide customer goodwill, product information and advertise - all with just 140 characters.

So go ahead and click the retweet button at the top of the page. Twitter.com/LisaSaline

http://lisasaline.com/

Lisa Saline, ACE

Innovation is in full flight these days and innovation doesn’t end with just products either. It’s an absolute must when thinking about your customers. Yes, I did say innovation when referring to customers. There has never been a shortage of expert advice dished out for improving customer service. But that is only the starting point. You need to go way beyond what most think good customer service is all about. Fall short in this area and you will get buried!

In our company we give as much support as humanly possible to customers. We further extend this attitude to prospects as well. We believe that all who contact us, or those that we contact deserve our full attention. In this area we “pay it forward” and never measure. Customers and prospects are the lifeblood of any business. Why even mess around in this area?

So what can you do? Full product lines, expert product knowledge, act friendly–all great attributes but they are only the basics needed to make a difference. The new type of innovation needed calls for connecting with your customers in a way that is sincere. For starters, it helps to be available and knowledgeable about what you’re selling.

Here’s 4 other ways to be innovative with your customers:

1) Have a list of 20 questions that you can ask which will get the customer thinking. The goal is to have them say, “no one ever asked me that one before”!

2) Listen! You’ll get more than enough information about what the core issues are for your customer.

3) Offer solutions, not a lot air about what your product or service does. It’s not about how great your stuff really is–they need solutions for their problems

4) Be THE expert in what you do. The more of an expert you are, the less selling you will have to do! Connecting with customers has always been important and innovation builds the loyalty that comes from connecting. If you have never thought about customers and innovation in the same sentence before then now is a great time to make a list of ideas. Your competition is already working on theirs.


http://jeffblair.squarespace.com/

Jeff Blair, ACE

If you’re like me, it’s nearly impossible to escape the constant barrage of negativity that is being broadcasted everywhere these days. The T.V., the radio, the Internet, all have their eye on the ever-widening economical woes of the country. I’ve got news for you, this will never stop! We need to remember that bad news and negative news sells. That’s what the reporting agency’s are in business to do and sell sensational stories that will attract a wide audience.

A few years ago I started reading a new series of books. In one of them, the suggestion was made to turn off ALL news within my control. The author intimated that this source of negativity was a dramatically affecting my attitude. Not in a good way, of course! I decided to give it a try since I was growing increasingly disgusted with all of the bad news I was hearing.

Instantly I stopped watching the late night news, in fact all news on the television. I stopped listening to radio stations in my car that take newsbreaks. (One station that I will listen to is ESPN, which satisfies my insatiable sports appetite.) Likewise, I try to avoid sensational Internet stories with their alluring headlines.

The affects on my outlook and attitude have been very positive indeed. There are many occasions now when someone will ask me, “did you hear about …..” and for the most part I haven’t. I am not saying that the news is not important or relevant. You can dial up any relevant news that you need in your life right from your own computer. Certainly you should research and study items important to your business, industry, or job. This will be a much better use of your time anyway.

This is especially important if you own your own business. Control the input and you control the output. I have used this simple tool along with other positive influences on a daily basis. The personal growth and my sharply increased positive outlook has kept me pointed forward in this world of uncertainty. I own and operate a closet and garage accessory business. In my position, I need to think and feel optimistically all the time.

  This attitude allows 4 very important things;

1)    Think positive and be self – motivated.
2)    Think positive, express positive, and motivate others.
3)    Think positive and you’ll beat the crap out of the competition. (They’re watching the late       night news)
4)  Think positive and listen to your cash register ring!

 Create your own news stations and the results will be surprising. My station is called, “Great News Only” and it’s tuned in all the time!


http://jeffblair.squarespace.com/

Jeff Blair, ACE

Ace of Sales is looking for creative email greetings to judge as part of its contest to win an all expense trip to the Buy Gitomer studios and have dinner with Jeffrey himself. The contest was inspired from the new release of Ace of Sales 2.0 design software.

If you want to enter, but can’t get the creative juices flowing try this method for sparking the thought process.

I’m always surprised where my creative thoughts come from – most often it is when I am least expecting the idea. Creativity can be inspired from personal experiences that we’ve had.

Here’s my plan for sparking creativity.

+ Read or think about the idea (best if done right before you fall asleep)
+ Try to relate the theme to a past or recent life experience. This will draw a connection and start the flow of thoughts streaming into your brain.
+ Next, intentionally focus on something completely separate from the idea.
+ That’s it. The magic starts to happen and a creative idea, thought, or solution pops into your head.

It might take some practice, but be patient it works.

Give it a try. Use the dinner with Jeffrey contest as a test drive. You never know, you just might end up at the dinner table with him!

http://jeffblair.squarespace.com/

Jeff Blair, ACE

It’s that time again, back to school for the kids. Remember that time of the year from when you were young? The mixed feelings of the summer being over coupled with the excitement of the new school year. Clothes shopping, school supplies, new class schedule, different teachers – all of these combined to help prepare for another year of development.

Back to school time is not just for kids. It’s a great time for us adult learners to refresh our own educations. Perhaps you are taking some fall classes to improve or further your formal education. Or, maybe you are engaged in some existing courses that need finished before starting again.

Whatever the case, it’s a great time to improve and reorder your own personal education path. Use this time of year to set new learning goals in your profession or other areas of self improvement.

Here are 3 things that should be on your “back to school” list;

1) Buy the books that you jotted down as a “good read”.
2) Update the motivational CD library for your car (a.k.a. mobile learning center).
3) Sign up or begin to participate in an on line networking group.

Back to school is a continuous mode for adult learners. Avoid the school of hard knocks and invest time if learning something that is fun for yourself. Learning comes more natural when you choose the environment to learn in. Our children don’t quite have this choice yet, but don’ t you think their motivation to learn will sky rocket when they see you learning just because you choose to do so?

http://jeffblair.squarespace.com/

Jeff Blair, ACE

It’s everywhere these days! Everyone talks about or refers to social media during the course of any given day. In terms of business, it should be called “biz media”! Social media is the way that people will communicate as we move forward. I am not saying that it will replace everyday conversation. Just visit any of the popular sites and listen to the chatter and you’ll quickly find out that there is a whole new world out there.

So, can we actually use social media to grow business? The answer is yes, but not in the traditional way. Social media is about spreading the word, helping others find something, and connecting “socially”. It’s low pressure or no pressure to buy or sell. Think of it this way… social media is the digital form of a group of friends sitting around shooting the breeze.

Is this audience for you? Here are some facts to consider:

There are 450 million people on Facebook
There are 30 million people twitter
There are 65 million business people on LinkedIn
There are millions of videos posted on YouTube every day

Start to build a social media presence and start being “social” with your business.

http://jeffblair.squarespace.com/

Jeff Blair, ACE

Why do some seem to have a constant flow of creative ideas while others get stuck at every turn? There are certian types of thinkers in this world, and those who were born with the creative gene have natural thoughts that lead them to being creative. For the rest of us, creativity is something that takes a lttle effort.

Can it be learned? I think so and have practiced training my brain to make it work.

Three Step plan for Sparking Creativity.

1. Read or think about the idea (best if done right before you fall asleep)
2. Try to relate the theme to a past or recent life experience. This will draw a connection and start the flow of thoughts streaming into your brain.
3. Intentionally focus on something completely separate from the idea.

That’s it. The magic starts to happen and a creative idea, thought, or solution pops into your head. It might take some practice, but be patient it works.

http://jeffblair.squarespace.com/

Jeff Blair, ACE

3 Secrets to an Effective Inbound Marketing Campaign

Utilizing effective inbound marketing properly is an excellent way for you to build your business, as well as to get traffic by the masses into your website. There are a number of different ways in which this can take place, but as with anything, there are always going to be some secrets which will help you to get more traffic. Here are 3 different ways that you can use inbound marketing in order to ramp up the visitors to your own website, and to increase your bottom line.

Content Syndication – The new buzzword is tribal syndication, but you may be a little bit confused as tohow this actually works. With this type of syndication, you are actually part of a network of marketers that are working in a related niche. Because there are many power marketers that are involved with tribal syndication, the amount of traffic that gets pushed around can be overwhelming. At times, this type of syndication can work within the same network, such as twitter to twitter or Facebook to Facebook. At other times, however, you can cross the line and push people from network to network.

Search Engine Marketing - SEO has received a lot of attention over the years, and this is not without good reason. As a matter of fact, many online businesses owe their existence to search engine marketing, regardless of whether it is free traffic that they are getting from the search engines or paid. The big secret to this is to target your keywords properly, and from there you can really expand in almost any direction that you want to go. Because people are very focused with what they are doing online, target what they are searching for and you can grab a piece of that traffic and send pre-warmed leads to your website through the search engines.

Social Media Marketing – Welcome to Web 2.0. Even though social media websites have been around for quite some time, their popularity has just recently hit critical mass. When you take part in social media marketing, such as what can be found on Facebook or Twitter, you can really achieve quite a following in a short period of time. Many of these social media networks utilize their own internal search engine frequently, and you can be part of this by optimizing your social media marketing in order to attract those that are interested in what you have to say.

Social Bookmarking

http://lisasaline.com/

Lisa Saline, ACE

The cure to your sales frustration is philosophy. Check out my new rant:

http://www.rickun.com

Noah Rickun

Something that you may want to consider, is running specials from time to time and contacting your customers through these social media networks. For example, if you run a small restaurant, you may want to have a special evening that is themed in some way or another in order to attract customers. By sending out a message on the social media networks about this special event, you will not only get visitors that will be attending it, you will also remind people to come by and visit you at any time.

You can manage your social media profiles directly from Ace of Sales and try it on me for 30 days. Enter PromoCode SALINE30. Please leave your comments regarding how you use social media in your business and feel free to invite others to do the same.

http://lisasaline.com/

Lisa Saline, ACE

The Ace of Sales team  is about to release two new galleries with very cool and unusual email designs, according to Andy Horner, Chief Architect for Ace of Sales.

Customer Feedback Counts

To support the new galleries, the Ace Team will launch new features that will connect birthdays, recurring events, sales calendar and contact detail pages all together. Soon birthdays and important customer dates will appear on your calendar and in your reminders each morning. “We have loads of cool stuff on the way that respond to the requests of  our customers. We are very excited about the fall”, says Andy.

Brian Childers

We want you to try it – so we’re holding our first “creative email” contest called, “Dinner with Jeffrey.” The title says it all! The winner gets to visit Charlotte, see the Buy Gitomer studios, meet the team, and have dinner with Jeffrey to share sales ideas.

Entering the contest is easy. Sign up for Ace of Sales, if you haven’t already. Anyone can get a 30 day “no cost” trial by using promo code “contest” when you sign up at www.aceofsales.com.

Then, answer the question, “Why would you like to have dinner with Jeffrey?” with your own custom-designed Email Greeting. Send it to Jeffrey at contest@aceofsales.com. See examples »

Jeffrey and the Gitomer gang, including the Ace of Sales team, will pick five finalists. We’ll post them to Facebook and let our Facebook friends pick the winner.

I can’t wait to see what our Ace of Sales subscribers create!

It’s going to be a blast and I hope you’ll join in the fun!

Get the contest details here »

http://blog.aceofsales.com/

andyhorner

If you spend more than 30% of your online time networking and browsing social media sites, you are not alone. I often spend time contributing and engaging with others that I have often never met?  There must be a self-serving purpose to contribute our time, thoughts and energy to engage within these communities, right?

The theory of giving value first has been happening for millions of years and within the smallest life forms.

Ants, for example, actively support the ant hill as a group. Each ant knows that it has a specific task to do and that task doesn’t bring the ant any more food or any less food than any of the other ants. There is no hierarchy within the community determined by the tasks completed. The ant has an innate mission for the good of the hill.  The queen ant transmits messages to the community about the necessities for the nest and the ants operate intuitively for the good of the community. The more the nest grows, the better off the ants are.

It’s about community. The ants get it. They intuitively know that the more they contribute, the larger the nest is going to grow. The greater the nest becomes, the better their chance for survival. Unless we are just mouth breathers, we know what is intuitively right. The benefit of sharing your experiences is that you get to see other people’s experiences.

It’s the difference between having a job and enjoying your work. The job is something we must do in exchange for money. Your work is something you are involved in, feel passionate about and enjoy. It often impacts the good of something greater than yourself, provides value for others and results in monetary rewards.

Get out of the me and into the we.  Learn from the ants and give value first.

Brian Childers

One early morning, while heading home from a visit to the Gitomer Studios in Charlotte, I pulled off the highway to fuel up. There, next to the gas station, was a little diner with bright, ’50′s-style signage that read:

1. Your customer’s name, begin and end with it! Don’t just include it in your hellos and salutations. Make sure you also sign off with the most engaging word possible… “Tell me what you think, Jack.”
2. Personalize important proposals. When those big opportunities present themselves and you prepare for your presentation, spend the time and money on proposal cover letters with the customers’ names on them. Use big, bold letters. Make one for everyone in the room.
3. Give gifts that are personalized with your customers’ names. Most companies put their own names on the gifts they give. Forget that! Engrave it, print it, paint it, or embroider it with the customer’s name. They’ll keep it forever and tell everyone who gave it to them.
4. Mention your customer in a blog article by name. It doesn’t matter how many read your blog. Perhaps it’s just you. Post an article about your customer, bragging on something that impressed you or something you learned from them. Include their name three or for times. Put it in the title. Then… email them the link.
5. Record a customer video. Start it off the video by simply saying their name. “Mary Wilson.” Pause. Then continue by expressing thanks to them, describing their accomplishments, or sharing some of their wisdom. Make sure the last two words at the end of the video are their first and last name. “Thank you, Mary Wilson.” Post it to your YouTube channel (you can make it private or public) and email them the link.
6. Display their name in your lobby. When your customer visits, put their name in lights. Don’t have lights? Show it on a big monitor! Don’t have a monitor? Make a poster. Write it on a white board. Get your kids to write it with crayons. If they remember one thing from their visit, it will be your sign with their name on it.

http://blog.aceofsales.com/

andyhorner

A few weeks back I received an invitation to a “working lunch” with Shannon Hawk and Kelly Yale of Paper Blossom Marketing about social media hosted by BENCH of Charlotte, NC. Described as “Business Impacting Community,” BENCH was founded by Brad Smith and offers members a great networking forum as well as the opportunity to give back to the community.

This event caught my eye because I am always interested in checking out what other businesses are doing with social media.  While I’ve been having a tough time finding valuable sessions recently (there is an overabundance of social media “experts” these days), I was pleasantly surprised with the insight of the ladies of Paper Blossom.

Without further adieu, here are the five things I learned about Facebook today:

1.  You can upload a sidebar image as a profile picture on your Facebook page. This is an amazing feature that allows you to create a more business-like page that will attract the attention of visitors.  You can view many great examples here: http://ht.ly/2vEaG.  Simply click “change picture” on your existing image and upload your 200 x 600 sidebar.  I’ll be posting my sidebar as soon as my designer gets it to me.  Check out http://facebook.rickun.com in a few days.

2.  You can use the same sidebar on Twitter, like this: http://ht.ly/2vEkE.  I guess technically that’s not a Facebook tip, but it helps to know you can repurpose your Facebook sidebar for use on Twitter as well.

3.  You can edit your Facebook thumbnail picture! If you’ve ever been frustrated with how your profile photo displays as a thumbnail (is your head cut off in yours?), there is a way to fix the problem.  Simply hover over your picture, click “Change Picture” and then “Edit Thumbnail.”  Now you can drag your thumbnail photo to your heart’s content.

4.  You can create a reviews tab on your Facebook page, like this: http://ht.ly/2vEqY.  This is a powerful method for sharing customer testimonials and for building an online reputation.  You’ll need to add the application to your page by clicking here:  http://ht.ly/2vEuL.  Be sure to create a tab for it.  If you only use a personal profile on Facebook, this tip won’t work for you.  Reviews are available for your page only.

5.  You can display your LinkedIn profile on your Facebook page, like this: http://ht.ly/2vEza.  Very cool tip to integrate multiple channels and encourage connecting on LinkedIn as well.  You can add your LinkedIn profile by clicking here:  http://apps.facebook.com/linkedinprofile.

How will you use the tips above to improve your online presence?

http://www.rickun.com

Noah Rickun

“Bouquets and Brickbats”
Sent to us from customer Mark in Perth, Australia. This is a favorite! What does it mean? Absolutely nothing! The use of alliteration and unusual words provides two ideas in one.

“We Play Dirty”
Sent to us as an example from a customer who has had success with it. We agree it’s provocative, but be careful. If the recipient doesn’t know you…it may backfire.

“Who Wears the Pants?”
Another excellent one submitted by Jeff Blair. It’s casual, playful, but begs for an answer. We’re reminded, questions works well as subject lines!

Previous “Zingers” Column »

http://blog.aceofsales.com/

andyhorner

• Watch it any time on our website »

When you’re ready to sign up, use promo code: “salesmaker” to try it 30 days free!

http://blog.aceofsales.com/

andyhorner

One simple question for a free trip to Charlotte? That sounds easy enough.

The Gitomer folks Ace of Sales are launching a new contest August 31, 2010. The first place price is an all expense paid excursion to Gitomer Headquarters in Charlotte. Meet the Gitomer team, have dinner with Jeffrey Gitomer and pick his brain for some valuable advice.

I am not sure what Gitomer charges for private consultations, but I would expect it to be in the thousands. This guy speaks at over 100 venues per year, has written many best sellers, and has a huge following through his weekly syndicated articles. This certainly is an “Epic Opportunity”.

Click here to learn more about this contest

Brian Childers

1 - 2 Punch

New users of AoS and seasoned pro’s alike will get huge results by being “in front” of your customers and will-be customers every week. To be visible you have to publish your thoughts. To brand your self, those thoughts need to be authentic.

The good news is that there is a simple science to getting on the radar of customers.

It’s not difficult. In fact it’s fun if you use the Ace of Sales 1 – 2 punch. Here’s the 4-week formula that I want you to use;

Week #1 – send an e-mail greeting to your entire contact list. Spotlight a product or service. Be creative and use images. Key to this one is to make it short and sweet.

Week #2 – send and ezine to your entire contact list. This is a more comprehensive communication tool that allows you to share your voice and be heard. Let your contacts see your personality. Include a feature article, a “did you know”, tips, customer testimonials, and links to your social media and blog sites. Use images that will stir the emotions of your customers. Don’t use the ezine to sell! Use it to provide value and create a following.

Week #3 – repeat week #1 and send a new email greeting.

Week #4 – repeat week #2 and send a new ezine.

This repetitive sending of authentic material is known as the “AoS 1 – 2 punch”. It will brand you and begin your road to becoming an expert in your industry.

If you want more details on using the 1 – 2 punch, attend one of Andy’s webinars or contact me directly jblair@storawayinc.com or call 630-640-2046.

Jeff Blair, ACE

Using outbound marketing in order to get leads and customers has been around for quite some time, but you might be surprised with exactly how easy it is to incorporate some of your outbound marketing into inbound marketing. As a matter of fact, when you do this properly you can have the best of both worlds because you’re going to be getting leads from your outbound efforts, and leads from your inbound efforts as well. Here are a few ways that it can be done.

If you regularly run television or radio ads, you can convert these over a format to be used on the Internet. This is especially beneficial whenever you are using television ads, as online video is such a hot item now. By posting these with related keywords and a well written blurb on websites such as YouTube, you would be surprised with how much traffic you are able to receive. The reason why this is the case, is because YouTube is the second largest search engine, behind its parent company Google.

If you take part in trade shows or off-line seminars, you might want to start inviting your attendees to view an online webinar. Webinars are an excellent way for you to continue contact with an individual, and you may even enjoy switching them over to electronic contact, as it can be more convenient. Not only that, recorded webinars are an excellent way for you to grab additional visitors from the search engines, or from viral traffic campaigns.

If you’re using print ads, make sure that you always include your URL in the ad. Many people that read these ads are connected at all times, either through their computer or through their cell phone. It is perfectly natural for them to type in a URL whenever they see it, and curiosity will often be motivation enough for them to do so.

Whenever you do flip somebody over to your website through a print ad, always make sure that you offer them something free in exchange for their email address or other personal information. In this way, you stop the tire kickers from simply viewing your website and then clicking away. Rather, you now have a new potential customer that you can market to regularly.

There are many other ways that you can use your outbound marketing efforts and change them over to inbound marketing success. By integrating both of these into your business, you will be able to take it to a much higher level.

Ace of Sales is the best tool to expose your social media and website address. Be sure to include them on all your marketing campaigns.

Lisa Saline, ACE

As a salesperson, your blog is at the heart of the value you offer your customers. It’s the “open 24 hours” expertise hub, where your customers can gain wisdom, advice, and solutions that will help them make more money. The value of your blog posts influences their appreciation for you and their loyalty to your personal brand. Your blog helps separate you from your competitors – you know, the order-takers. It’s the platform where you slowly but surely establish yourself as a guiding force and go-to leader in your market.

But first, you must build a readership from your customer base and your social media network. If you promote it, they will come!

Start promoting your blog…

1. In your ezine and emails. After you add a new post to your blog, it’s time to promote it. Feature it in your next ezine or email it in a Branded Email from Ace of Sales. Ask your recipients to post a comment and make sure you include a subscription link to your blog’s RSS feed, so they can get your blog posts as soon as you post them.

2. In partner ezines. Chances are, several of your partners are forward-thinking enough to publish their own ezine too. Offer to promote them in your ezine, for the opportunity to publish your article (one of your blog posts) in theirs. A little back-scratching will help you fill up your ezine and give you exposure to a new contact base.

3. With your Twitter, Facebook, LinkedIn, and YouTube accounts. To drive traffic to your blog, tweet your blog post titles with links to your blog! Do the same thing on Facebook and LinkedIn. Video yourself introducing a featured blog post and add it to your YouTube channel. Add a link to the post in the video title or notes area. Here’s another idea – tweet insightful comments posted to your blog by your readers along with a link to your blog.

4. By networking on other blogs. Participate on other blogs in your industry or region by becoming a regular commenter. By contributing to their community and conversations, you’ll earn the opportunity to invite them to visit yours. Many blogs will allow you to enter your website when you post your comments. Enter your blog’s web address or the link to one of your specific blog posts. The key here is to attract others to your blog because of the value you offer. Do not post comments like this: “Nice post, visit my blog here…” That’s not networking. That’s spamming.

5. On your business card. Most salespeople only include their company website on their business cards. But does your company website demonstrate to your customers that you’re an articulate professional, a thinker, or an expert who can help them make money? Get your blog address printed on your business cards! When you hand your card to a new contact with great customer potential, tell them to visit the blog tomorrow for a special message. That afternoon, post a shout out to them on your blog (first name only) and email them a link to it.

6. On EzineArticles.com. It’s a popular, widely-used Internet service that allows anyone to submit articles to their site. If they approve your article, it’s added to their repository and categorized by your industry. EzineArticles.com allows anyone to publish your article in their ezine for free. It’s like an open, public syndication. Why would you do this? EzineArticles.com requires people who use your article to credit you and include a link to your website in their ezine. This is a great way to gain widespread exposure to your blog.

http://blog.aceofsales.com/

andyhorner

An enterprising Ace of Sales customer has created the Ace of Sales Forum. It’s for users, by a user!

Visit www.aceofsalesforum.com to join the discussion on all things Ace of Sales, including the roadmap for what’s coming next. By the way, who’s leaking this breaking news to these guys… oh, right, I am.

It’s a place for you guys to rant, rave, make suggestions, debate what you want to see next in Ace of Sales, and discuss sales topics that you care about.

Go check it out guys »

I didn’t make it, but I’ll be visiting often! – Andy

http://blog.aceofsales.com/

andyhorner

Software Release to Enhance User Creativity

The Ace of Sales development team is about to release a new software update that will allow users to unlock and unleash their creativity.

Included in this release is a new robust custom design tool that “was built based on the incredible feedback we received from our customers”, according to Ace of Sales Chief Architect, Andy Horner.

The new gallery brings all the categories under a single menu, allowing more room for images. Plus, it’s more flexible and has no 1000 pixel limitations, allowing you to upload any size .JPG file.

5 Powerful New Features:

The ability to personalize your message further certainly adds to the powerful WOW effect that has made Ace of Sales a relationship builder breakthrough. A release date has not been officially set; however, Ace of Sales sources say to expect an announcement soon.

Join the Ace of Sales Forum to get exclusive scoops on this update and other Ace of Sales related news. The Ace of Sales Forum is a free interactive online environment for vibrant discussions and collaboration with the pros that use Ace of Sales.

Brian Childers

Build your personal profile with for others to find you. Enter your contact information and friend other members.

Brian Childers

Share and learn about the most innovative branding techniques using Sales Makers from Ace of Sales. Stand out and help your customers remember you. Branded Emails help build your brand and your relationships with smart-looking, one step templates.

Brian Childers

The Ace of Sales Forum is an interactive online environment for vibrant discussion. Contribute blog posts on-the-fly from this site, or have your Ace of Sales related blog entries fed from your personal or business blog. Participate in group discussions such as Best Practices, Ace Mobile and Opinions & Suggestions.

Brian Childers

Get exclusive information about the Ace Roadmap. Learn about the latest updates and features, user suggestions and what is the horizon from Andy Horner and the Ace of Sales development team.

Brian Childers

Collaborate with Ace of Sales community. Join one of our groups and participate in discussions such as Help & Support Hot Topics, Best Practices, Opinions or Case Studies.

Brian Childers

Discover the creative value an online community of Ace of Sales Professionals can deliver. Create your blog entries on the fly or arrange to have your Ace of Sales related content from your own blog fed directly to this forum. Click here to submit your “Auto Feed” request.

Brian Childers

Jeffrey Gitomer’s Video Training

Ace of Sales is packed with Jeffrey’s videos to give you ideas, tips, and strategies for using Ace of Sales to its fullest, for growing sales, and for finding your Yes! Attitude!

Brian Childers

Printed Greeting Cards

Sometimes, an email just isn’t enough. For those moments, send a Greeting Card with your thanks or warm wishes. They take just seconds to send and we’ll mail them for you in about 24 hours.

Printed Postcards

Doing a Postcard mailing is a reality when it takes just seconds to set up and fire off. Send one to a single contact or 1000 to your newest list! We print and mail them for you in about 24 hours.

Brian Childers

Setup Wizard

The Ace of Sales magic begins right after you sign up. The Setup Wizard walks you through a few simple steps to personalize your account – then voila! – you’ve never looked so good!

Import Your Contacts

Import your contacts from Gmail, Yahoo! Mail, and Outlook in a few clicks! You can also import your contact file from Excel or your CRM, like Salesforce.com or Act!.

Brian Childers

To Be An Ace of Sales, Use Ace of Sales!

The first program that actually helps salespeople make sales! Ace of Sales is the golden ticket of selling!

Brian Childers

Spam filters are the gatekeepers of email. Are you up-to-speed on how they work?

http://blog.aceofsales.com/

andyhorner

When adding a subject line to your email, you may unknowing write a term that gets you zapped by spam filters. The examples below are common terms to avoid. They may seem silly or obvious when you see them all together, but you’ll be surprised at how often you find yourself wanting to type one.

• Free
• Special Offer
• Click Here
• Gift certificate
• Great offer
• Guarantee(d)
• Opportunity
• 50% Off
• Click Here
• Call Now
• Subscribe
• Bonus
• Discount
• Save Up To
• Winner
• !!!, …, or www
• Guarantee(d)
• Special Promotion
• All New
• One time
• Order Now
• Amazing
• Really
• Very

http://blog.aceofsales.com/

andyhorner

Some smarty-pants email marketers (please tell me you’ve never tried this) replace vowels with numbers in the words of their subject lines to try to get by with using “spammy” terms. Spammers have been doing this forever and still do it everyday! Therefore spam filters have their zappers set to kill for terms like these. Don’t do it – never ever! If you’re tempted to try this technique, I recommend a little self-assessment. Email is not meant for solicitation. It’s meant for valuable communication and relationship building.

Here are a few ugly examples:

• FR33
• Sp3cial
• W1n
• Pr0m0tion
• A M3ssag3 Fr0m
• 0ff3r
• Cl!ck H3re
• 0n3 T1me

http://blog.aceofsales.com/

andyhorner

“Two Quick Questions…”
Used by Jeffrey Gitomer in a recent Ace of Sales promotion. This one contributed to one of the biggest email open rates we’ve seen!

“Man, I hate making these calls…”
By “The Ladders” CEO, Marc Cenedella. This guy writes great subject lines. He leads you right in to his column about how painful it is to call friends when you need a job.

“Carry Questions Around with You”
By Social Media Sherpa, Chris Brogan. This subject line works because it’s a challenge that resonates with everyone on the front line of business. Chris draws you in to his article about asking questions that give you value.

“Rebecca’s on Vacation nanny nanny boo boo”
By Ace of Sales customer Rebecca Drabent in Yuma, AZ. The subject line says it all and every recipient is reminded that she is fun and full of personality. You can’t help but open the email!

http://blog.aceofsales.com/

andyhorner

How often should you be in front of all your customers with a value-packed Ezine?

Every week? Every two weeks? Once a month?

For most salespeople, every week is the right answer. Here’s why…

Every Monday, your customers’ brains reset. They begin thinking about new things, projects, ideas, and responsibilities. With all that, they tend to forget about you.

Each week it’s your job to re-enter their world by saying hello and delivering your expertise. However, the time to create an article-rich Ezine each week is overwhelming for many busy salespeople.

Use the Ace of Sales “One, Two Punch,” invented by Mike Brito and perfected by Jeff Blair, to reach all your customers and contacts weekly without sweating it! Here’s how it works:

Week 1 – Send a Branded Email with a single article, tip, or story.

Week 2 – Send a full blown Ezine.

Week 3 – Send an Email Greeting with a product or service update.

Week 4 – Send a full blown Ezine.

Rinse, repeat, and reap the rewards!

Ding, ding…it’s time to get in the ring. The Ace of Sales “One, Two Punch” is the right combo to knock out the competition and keep your customers in your corner for life.

http://blog.aceofsales.com/

andyhorner

Take a moment to examine the everyday volley of emails between you and your customers, coworkers, and colleagues. What you’ll find is uglier than the texting of teens. It’s a sloppy mess of fragments and misspellings. It’s an endless crime against punctuation and capitalization. But…it’s OK! Why? Because such emails are between friends who share an established respect. In the day-to-day mode of getting work done, what matters is communicating as rapidly as possible.

The emails between you and your prospect, however, require a higher level of writing. When a fledgling relationship hangs in the balance, sloppiness can motivate your prospect to award the sale to a more eloquent competitor. Do your prospect emails communicate that you’re professional, articulate, and intelligent? Or do you leave your recipient wondering if you’re smarter than a fifth grader?

Consider these ten guidelines before composing your next prospect email:

1. Triple check spelling and grammar. If your email or proposal contains typos, you’re dead. Many say “write once, read twice.” It should be, “read thrice.” If you struggle in these areas, you may need an online service like grammarly.com. It’s an automated service ($100/year) that will instantly evaluate your text for many forms of grammar, punctuation, spelling, and even plagiarism violations.

2. Use commas correctly. Even grammar checkers can’t tell you how to use commas and other forms of punctuation correctly. If you slept through English class, use lousywriter.com as your righthand reference aid.

3. Use a proofreader. Enlist a receptionist, assistant, friend, coworker, or your spouse to help you by proofreading your mission-critical emails and proposals. They’ll be well worth the Mocha Frappuccino you’ll buy to thank them.

4. Use words accurately. For most smart people, hearing others use words improperly is like fingernails scraping a chalk board. If you’re not sure how to use a particular word, use dictionary.com to look up its meaning and thesaurus.com to find a better fit.

5. Write in full sentences. Sentence fragments like, “Is a requirement” appear as though you’re rushing or a poor writer. Always write in complete sentences with prospective customers by including a subject and verb. “It is a requirement.”

6. Title long paragraphs. Your recipient will scan your email first. Paragraphs with more than three of four sentences may overwhelm and prevent them from reading your message. For longer paragraphs add a short, bolded title to give them a hint about the paragraph content. If it’s relevant to your prospect, they’ll read it.

7. Use emoticons. The smiley “:)” and wink “;)” emoticons work wonders to represent your intended inflection in an email. Be careful though. Less common emoticons like “:P” can appear adolescent.

8. Don’t capitalize full words. It looks like you’re SCREAMING! Don’t do it.

9. Don’t indent paragraphs. In email, indentations can cause odd breaks between paragraphs. They’re not as easy to control as they are in print. Separate paragraphs with a double return.

10. Use proper formatting. Avoid running your salutation, body message, valediction, and signature all together.

Here’s an example:

“Susan – Please find my proposal attached. I look forward to hearing from you! Cheers – Tom.”

Instead, format your email like this:

“Susan,

Please find my proposal attached. I look forward to hearing from you!

Cheers,

Tom”

Follow these guidelines and you’ll see that the value of a proper email is more sales and signed proposals. Ignore them and you may actually find yourself as a contestant on “Are You Smarter Than a 5th Grader?”

http://blog.aceofsales.com/

andyhorner

“I would, BUT…”

“Right, BUT…”

“I know, BUT…”

“I could, BUT…”

“I understand that, BUT…”

“I should, BUT…”

Those big buts above are the precursors to statements like “I’m really busy this month” or “the economy is too uncertain” or “my boss won’t let me.”

The word “but” is the introduction to every rationalization for mediocre performance, inaction, and self-pity I have ever heard.

Most people allow their environment to direct their actions.  If you work for a boss that’s not interested in your new ideas, you stop creating new ideas.  If your coworker avoids teamwork, you retreat to your cubicle.  If your spouse fails to uphold his/her end of the bargain, you stop trying.

That little three-letter word—“but”—creates big problems.  Big but problems.

Your big but is a symptom.  It’s a symptom not of what others do to you, but of a poor attitude. Your poor attitude.  Your poor belief system.

The Problem: When your buts are bigger than your accomplishments, you will find your wallet a little thin.

The Solution: Get your butt in gear!

Here are six steps to getting your big BUT back in line:

1.  Start moving. The hardest part of any task is starting.  Once you get moving, you’ll find inertia will keep you motivated.

2.  Allow yourself to succeed. If you give up a task or project at the first sign of adversity, eventually you will convince yourself that your next project is not worth starting.  Instead, focus all of your energy on completing the task at hand—NO MATTER WHAT.

3.  Build you belief system. Big belief will beat big buts anytime.  The bigger your own self-belief, the more likely you are to overcome your inner-skeptic.

4.  Don’t ask for permission. You don’t ever need permission to do what you know in your heart is best for your company.  Try walking into your boss’s office after implementing your new idea with proof of success.  “Hey, boss, I just did something a little ‘out-of-the-box’ and our customers loved it.  Here’s a purchase order for $10,000.”

5.  Exercise your freedom. Freedom to succeed implies freedom to fail.  The best baseball players strike out two out of three times.  But the runs they score when they do hit far outnumber the runs you score while sitting in the dugout.

6.  Know when to quit. Sometimes you will fail. Don’t blame your but.  Instead, understand that sometimes you must choose to cease working toward a goal.  Quitting is a choice—and sometimes it’s the best choice.  Practice saying “I chose not to complete this project so that I can focus my time on a higher-priority task.”

The bottom line is this:  your biggest but is in your head.

http://www.rickun.com

Noah Rickun

Salespeople often tell me that their biggest frustration is with the seemingly unnecessary time it takes to close a sale.  Some salespeople complain that their prospects are “indecisive,” or that their prospects “lead salespeople on, give all the buying signals, but fail to pull the trigger for months and months.”  I have yet to meet a single salesperson that does not want to speed up his/her sales cycle.

Customers today are guarding their cash. They’re slower to react than they used to be. And they expect more of you than ever. In today’s economy, all of the power has returned to the customer—and the customer has become impervious to closing techniques.  If you’re still “selling through telling,” and you’re finding that your words are not as persuasive as they used to be—you might want to try using your ears.

I ask salespeople regularly, “What’s the most powerful question in sales?” The common response is, “The most powerful question is when you ask for the sale.”  Dead wrong.  Asking for the sale is the most avoided question in sales, but it is not the most powerful.  Salespeople elude asking for the sale out of fear of rejection, out of what they perceive as being polite, out of wishful thinking, out of negligence, but mostly because they’re unprepared.

Actually, there is no one most powerful question in sales.  There are, however, specific characteristics of what makes up the most powerful question for your specific sales situation, or a particular sales call.  For example, during one call you may use a question to answer a customer’s question.  “When can you deliver?” the customer asks.  “When do you require delivery?” the perceptive salesperson responds.

On another call, you may choose to use a powerful question to begin the conversation.  “Mr. Prospect, how did you get started in this business?”  I have yet to meet a single businessperson who does not like to talk about him/herself.  If you can get your prospect talking, you will find all the opportunities you need to uncover buying motives.

Uncovering buying motives is best accomplished by asking powerful questions, which must be prepared in advance to be effective.

Here are five tips to help you prepare powerful questions for your next sales call:

1. Questions must be open-ended. Anything that would result in a “yes” or “no” answer leaves you doing most of the talking.  The goal is to get the customer talking so you can listen for opportunities.
2. Start with friendly, personal questions. Most salespeople foolishly begin with small talk:  “How’s the weather?  How about those Yankees?  How are the kids?”  Save the small talk and ask something that will allow your prospect to connect to something on an emotional level.  My mentor always begins with “Where did you grow up?” Take a moment and think about where you grew up.  Where was it?  I’ve been there!  Remember that great restaurant on Main St?……….Got it?
3. Facts and figures often go unheard, but questions require thought. There’s a significant difference between the statement, “83.7% of all business professionals fail to properly save for their children’s college education,” and the question, “What are you doing to ensure your child will be able to attend the college of his/her choice?”
4. There is such a thing as a dumb question. Your elementary school teacher lied to you. Actually, she didn’t lie—she simply forgot to qualify the statement.  What she should have said is, “There’s no such thing as a dumb question IN SCHOOL. In real life, however, you will be judged by the questions you ask.”
5. Don’t look to uncover the pain; find the opportunity. Instead of asking questions about problems, pains, or challenges, focus on your prospect’s dreams, hopes, and aspirations.  Get your prospects to connect with what life would be like if and when they do business with you.  “How would my product help you to achieve your goal?  How would our software increase your productivity, your efficiency, your profit? What will you do with the additional cash flow my company will provide?”

Here’s the lesson: Invest your time preparing powerful questions, and your customers will spend their money with you.  It all boils down to these four words: Don’t Ask, Don’t Sell.

http://www.rickun.com

Noah Rickun

Of course you do! Each week you have customer encounters that stand out from common conversations. “Greeting Card Moments” happen afterward when your relationship building instincts fire the thought, “I should really send a special note!” However, if you’re like most salespeople, you brush these inclinations aside or respond by emailing a trite message like, “It was nice to meet with you today.” The opportunity to make a real connection is lost.

So, why do you ignore your greeting card moments?

Ugly truth 1: Every salesperson has the same answer to this question: “I’m too busy.”

Ugly truth 2: Your special moment with your contact was far more special to you.

Ugly truth 3: Your customer will ignore 75% of the 100 emails they get daily.

Ugly truth 4: When your “excited” contact promises to get in touch with you, they won’t.

Ugly truth 5: Sales occur after establishing relationships (Which, as stated above, you’re too busy to nurture.)

Challenge: Start responding to your “Greeting Card Moments” by actually sending greeting cards!

When you do, you’ll penetrate the heart of your bustling customer. Your card will arrive in your contact’s physical mailbox as a welcome surprise. Usually, yours will be the only personal card they’ll receive that day!

Often, your customer will rip the envelope open and read your card as they sit quietly in their car before driving to lunch or their home. They’ll read your words far slower than those of an email, which they only scan.

With a greeting card, your customer will instantly process that you’re professional, caring, proactive, genuine, and invested. With an email, they will instantly process your message with the delete key.

Here are seven tips to capitalize on your “Greeting Card Moments:”

1. It’s all about content. Your recipient will put as much thought into the card as you do. If you write a canned, two sentence “thanks,” they’ll roll their eyes and toss it. If you tailor a heartfelt message to the recipient with enough specifics to make it count, they’ll show it around and prop it on their desk right next to the pictures of their family…for the week at least.

2. Follow this pattern: Start by reminding the recipient of the event you’re writing about. “Bob, it was terrific to get to know you at ‘Cabo Fish Taco’ on Friday!” Then include a casual comment. “That photo you showed me of the marlin you and your son caught was amazing! There’s a big fish story you don’t need to exaggerate.”

Continue by expressing your sentiments. “On a more serious note, I’m very grateful for this new project you’ve entrusted to me. Thank you for giving me this opportunity.” Finally, use a traditional close like “sincerely” or “best wishes.”

3. Know your recipient. For more analytical contacts, include your thoughts without a lot of fluff. If your recipient is more relational or creative, feel free to express your feelings, excitement, and emotions.

4. Add humor. Inside jokes, playful jabs, and witticisms are perfect to include right before your expression of sincerity. Humor will do more than make your recipient smile. It’ll prompt them to write back with their own quip. Remember, the humor must originate from the conversation with the recipient. No random joke telling!

5. Add real value. If you’re thanking a customer for a first order, substantial purchase, or referral, add a gift card. It’s the guaranteed way to get a response back.

6. Send referrals. Make memorable events out of your referrals. First, make sure your referral is on board. Then send a greeting card to your customer with the referral’s contact info and a note that they are expecting a call. It’ll be a big win for your customer and you!

7. Personalize it. Take a photo when you’re with your customer. Personalize the front of your greeting card with the photo. The worth of a personalized greeting card is 100 times that of a stock image.

http://blog.aceofsales.com/

andyhorner

Ever go to a bank where your teller was wearing flip-flops and Bermuda shorts?  Probably not. Would you trust someone like that with your money?  You ask your customers to trust you with their money when you ask for the sale. If you want their money, dress like you deserve it.

Remember what you wore to your last job interview?  You took that day very seriously. You wore your best clothes, spit-shined shoes, and a big smile. In other words, you put your best foot forward. Your clothing was saying, “I’m serious about getting this job. I look good, and I am going to perform well when you hire me.”

Why not put that same suit back on tomorrow morning before you come to work?  Your clothing would be saying “I’m serious about making this sale. I look good and I am going to perform good (well) when you buy from me.”

You don’t have to look like a banker, but you should look like you’re ready to do business.

If you don’t have a meeting with a customer tomorrow, look at your co-workers (or your boss) as customers. Bosses like well-dressed employees. Bosses remember well-dressed employees when it’s promotion time. I’m sure you’ve heard “Dress for the job you want…”.  Wearing clothes that “fit” your current role shows that you’re content with where you are and what you’re doing. Wear clothes that show you have the desire to advance.

And then there’s how you feel. Deion Sanders said it best:  “When you look good, you feel good. When you feel good, you play good.”  Nothing helps you play better than a little self-confidence boost. And nothing helps self-confidence more than a nice new shirt and a clean shave (or a new hairstyle for the ladies). When you look in the mirror tomorrow morning, what will you see?  WYSIWYS (What You See is What You’ll SELL).

Here is my Ground-up Guide for Red Carpet Sales:

Wear shoes. Shoes, dress boots, loafers, and dress sandals all work for women.  Men should stick to closed toed shoes, avoiding sandals altogether.  Can you imagine the CEO saying, “Let’s give a big promotion to that guy with the hairy toes!?”  For either gender, casual sandals are unacceptable.  This includes flip-flops, thongs, Birkenstocks, shower shoes, or anything you would wear to the beach.

Don’t be sneaky. Athletic shoes (sneakers) are comfortable. But unless you’re trying out for your company’s basketball squad, leave them at home.

Nice knees. If you’ve got ‘em, flaunt ‘em. You can show your legs, too, but keep your thighs to yourself. And save your shorts for running. Skirts or dresses only, please.

Wear slacks. If you’re not going to wear a skirt or dress, slacks are your only option. Dockers, khakis, chinos, dressy capris, suit pants, pleats, and flat fronts all work well.

Friday is for lovers –  jean lovers. If you work somewhere that promotes casual Fridays, go ahead and sport your best denim.  Dark, solid-colored, well-fitting jeans, as long as they aren’t ripped, torn, frayed, acid-washed, or baggy enough to fit the whole sales team. Got it?

Wear a shirt. Guys, stick to shirts with collars. Golf shirts, polo shirts, button downs, you name it—so long as it has a collar.  Ladies, ensure that shirts and tops are professional.  Tube tops, tank tops, or spaghetti straps are not acceptable (and that goes for both sexes).  Whatever you choose to wear, be sure it’s clean and pressed.

Tuck it in. If your shirt was meant to be tucked in, tuck it in. Shirts revealing too much cleavage, too much back, your chest, or your stomach are a no-go.

Don’t sweat it. If you’d like to wear a sweater, go right ahead. Notice I said SWEATER not SWEATSHIRT. You know the difference.

Hair. Great hair translates to great sales. The decision is yours to slick, spike, perm, straighten, dye (a naturally occurring hair color, of course), comb, brush, pick or tease your hair. Pick a style that compliments your personality — just wash and maintain your hair regularly.

No hair. Shine your noggin and remind yourself that some of the most successful people look their best bald:  Michael Jordan, Bruce Willis, Kevin Eubanks, Paul Shaffer, Vin Diesel, Jesse Ventura, and Jeffrey Gitomer.

Facial hair. The key here is “neat.”  Beards, goatees, moustaches, sideburns, etc. are all acceptable. Look fresh and well groomed. Note: forgetting (or not having enough time) to shave for a day or two does NOT count as a “beard.”  That’s scruff. Beards are trimmed and grow in an organized fashion. Scruff means you don’t care.

Hats. Certain religious practices require head coverings. If your favorite team’s baseball cap does not fall under that category, save it for a ballgame.

A little goes a long way. Jewelry, cologne, perfume. Be tasteful. Don’t wear loud or gaudy jewelry, or anything that can be described with the word “bling.”  Nothing is worse than when your watch speaks louder than your sales pitch!  And you would hate to pitch a prospect who can’t stop sneezing because your Aqua Velva is too thick.

Upgrade your image — and you’ll upgrade your sales!

http://www.rickun.com

Noah Rickun

I don’t know exactly where to begin.  Perhaps I should begin with how inspired I am by unGeeked Elite–even after a week has passed and even after I attended another conference in Chicago with 9,000 attendees.  Perhaps I should begin with how impressed I am with Cd Vann and her ability to pull together the social media A-list that visited our fair city last week.  Perhaps I should begin with how proud I am that this event happened in Milwaukee (yes, Milwaukee!!), or how surprised I am that over 100 of the coolest people I’ve met live in this city…and that I’ve never met ANY of them before. (I did know one of the attendees fairly well, but he was the photographer, Scott Curty, so I’m not sure that counts).

But I think the right place to begin is with my disappointment.  Not in the speakers, not in you, not in the event, not in the weather (though I wish it had been a little warmer so our visitors could have enjoyed the lake a bit).  My disappointment is with myself.  Months ago a coworker from my office in Charlotte, North Carolina called and asked if I had ever heard of “unGeeked Elite—a social media conference in Milwaukee, Wisconsin.”  I quickly replied, “Nope.  Never heard of it.  And, if it’s in Milwaukee it can’t be that good.”

You see, I had fallen into the trap that many Milwaukeeans do.  Over the years I have fallen in and out of love with Milwaukee for one reason or another.  I grew up here, and all I could ever dream about was leaving.  Then I left.  First for school (Madison), then for my dream of being a rock and roll star (New York).  When my wife and I decided to have kids, Milwaukee seemed like a great place to start a family, so we bought a house and we’ve been here since.

Don’t get me wrong; Milwaukee is one of the best places in the country to raise a family.  And over the past nine years I have seen many new additions to the city that rival Chicago, New York, and other major cities.  We have great restaurants, parks, festivals, sporting events (well, at least the venues are great…the teams, however, are another story), museums, and we have great people.  Friendly people.  Friendly, but boring.  Or so I thought until last weekend.

Unfortunately, I was unable to attend unGeeked until Saturday, and even then I could only make half of the day.  Ironically, I may not even have attended but for the face that my friend, Sally Hogshead, would be speaking.  Sally and I met several months ago in Toronto at a marketing conference and I then introduced her to my mentor, Jeffrey Gitomer, with whom Sally will be speaking at several upcoming social media events.  Think about that for a minute.  It took a woman from Florida, whom I had met in Toronto, to get me to show up to an event in my own city!  How many other people should have/would have come to unGeeked had they known what a powerful experience it would be?

So that’s my story.  I’m disappointed in myself.  Disappointed that my own prejudice against my hometown almost caused me to miss one of the most inspirational days of my life.  Perhaps, then, I should be grateful instead.

Grateful to Sally Hogshead, grateful to theother speakers (many of whom are running tremendous companies right here in Milwaukee), grateful to Cd Vann for having the vision and the chutzpah to pull this event off, and, most of all, grateful to YOU.  You, my fellow attendees.  My fellow Milwaukeeans.  Thank you for allowing me into your circle, for showing me that I had been wrong about this city all of those years, for bringing a level of vibrancy and intelligence and contagious enthusiasm that was unmatched by 9,000 people two days later in Chicago at the ASTD conference.

There’s a big difference between motivation and inspiration.  Motivation lasts for a day, but inspiration lasts for a lifetime.  Thank you—all that attended unGeeked Elite—for inspiring me to become a little better, to work a little harder, and to see Milwaukee in a different light.

I left Milwaukee last Sunday for Chicago, then on to Charlotte.  Upon myreturn to Milwaukee yesterday morning, I approached the city with a new zest for all that it has to offer.  I took my daughters to the art museum, to Bartalotta’s North Point Snack Bar, to the lakefront, to the Edgewater Park Beach, and then we went for a drive.  It’s funny how many great things I had forgotten about in my “there’s nothing cool about Milwaukee days.”  Actually, it’s not funny.  It’s sad.

It’s sad because my family and I are moving to Charlotte, North Carolina in three weeks and I am now filled with bittersweet thoughts.  What comforts me, however, is the fact that I will leave here an advocate for the city and that I will return to visit with a renewed sense of energy and excitement.

So that’s about it.  Enough about me.  I have made many new friends as a result of unGeeked Elite, and I hope to make many more.  Please email, DM, IM, call, ping, or send smoke signals my way…I’d love to connect with any and all of you.  That is, if you can hang with a former Milwaukee-hater.

Signed,

Noah Rickun

CEO of Jeffrey Gitomer’s TrainOne

Sales Guy

Daddy

Newly converted Milwaukee evangelist

We love unGeeked, too!

http://www.rickun.com

Noah Rickun

Almost every Monday morning I find myself walking through security at the airport just before 5am.  Yes, it’s early.  Yes, it’s a pain in the tush.  But by flying that early, I am able to make it to my office by 9am and I get to spend Sunday night with my kids.  Reading stories to my girls on Sunday night is worth every bit of lost sleep.

I normally eat a Clif bar on the way to the airport, but today I left mine at home.  So I decided that after getting through security I would stop at the Alterra coffee shop in the C terminal.  It’s a locally owned coffee shop, and in Milwaukee, Alterra has built a fanatical customer base.  As I approached the counter I inhaled the comforting aroma of coffee, bagels, and baked goods, American Express card in hand.  Surprisingly, the first thing out of the barista’s mouth was, “5:15.”

“I’m sorry?” I asked.

“We don’t open until 5:15,” replied the stoic young woman.

“If the coffee is not ready, it’s no big deal.  I’d really just like one of those muffins,” I said with a smile.

Without looking up, the barista snapped, “Then come back at 5:15.”

I quickly scanned the other employees behind the counter, hoping to find a sympathetic soul who might serve one of the muffins in the case (which had been laid out fresh just minutes prior).  What I got instead were blank stares that almost said “Don’t bother us, we’re not on the clock yet.”

Stunned, I spun around quickly and headed toward the gift shop next door.  What I had not realized, however, is that during my brief interaction at the counter, a line of four or five people had formed behind me.  All waiting for coffee and breakfast.  All ready to spend money.  Ten minutes before Alterra opened.

The woman at the front of the line asked me what had happened.  I told her Alterra wouldn’t serve me because they don’t open for ten more minutes.

“That’s dumb,” the woman said loudly.

And, as if the Alterra barista could make herself (and her company) look any worse, the barista barked, “We don’t serve before we open.  That’s the policy!”

An amazing thing happened next.  All four or five would-be customers and I walked to the gift shop and each purchased drinks, snacks, and other items.  I bought a magazine.  Eleven dollars total.  If the other would-have-been-Alterra customers spent even half of what I did at the gift store, that’s just shy of forty dollars.  Forty dollars that wound up in the wrong hands.  Wrong because we had wanted to spend our money with a locally owned, oft-recommended coffee shop and were not allowed.  Wrong because we wanted coffee and muffins and instead we got a negative experience.  So negative, in fact, that I’m writing about it now.

I am not disappointed in the young barista who was so rude to me.  I am not disappointed in the other employees who chose to ignore the situation instead of taking action.   I am, however, disappointed in the fact that the manager of the store had not properly trained his/her employees.

There’s an old customer service mantra, “Customers aren’t an interruption of our day; they are the purpose of it.”  Why wasn’t that motivational poster hung up behind the counter?  Why wasn’t this concept burned into the minds of every employee who worked at the airport Alterra?  More importantly, why would every employee not feel empowered to act on behalf of the customer rather than reciting policy?

Alterra has the best reputation in Milwaukee.  Alterra has the best marketing.  Alterra has the best branding.  Unfortunately for Alterra, however, none of that mattered this morning.  What mattered this morning is that the girl behind the counter was rude, short, and more focused on herself than on serving a cup of the best reputation.

There’s a lesson here:  Your marketing dollars are only as good as your frontline employees.  Before you go spending money on attempting to create a perception in the minds of your customers and prospects, you might want to start by investing in training your people.

http://www.rickun.com

Noah Rickun

Ever been in an argument? And have you ever had the best response or comeback ten minutes AFTER the argument ended? Of course you have. It’s because you couldn’t think straight during the argument. It’s because NEGATIVITY blocks CREATIVITY. And, your creativity defines your ability to differentiate yourself from the competition and to win despite the obstacles you face.

If there is only one element that will help you to be successful in life more than anything else, it is that of having a positive attitude—a YES! Attitude.  YES! Attitude is a concept created by the great Jeffrey Gitomer and best explained in his Little Gold Book of YES! Attitude. Here’s a one sentence definition of YES! Attitude:  It’s the difference between complaining and blaming everyone else, and collecting your commission checks.

There’s a million quotes on attitude, but the one that sticks with me most is “Life is 10% what happens to you, and 90% how you react to it.” It’s a Charles Swindoll quote that my mom hung on the refrigerator when I was growing up. There’s many more that I often refer back to, but my mom’s refrigerator magnet has been burned into my mind.

You’ve probably heard that “Attitude is Everything.” That statement is wrong. If you’ve got the best attitude in the world, but zero ability, zero work ethic, zero skill, zero persistence, you will still fail. You have to start with ability and add a positive attitude. Without a positive attitude, ability guarantees nothing. It’s the classic chicken and egg problem. What comes first? Ability or attitude? What’s more important? The answer is that they are both important, and both necessary. Attitude plus ability results in achievement. And the stronger your positive attitude becomes, the stronger your desire to hone your abilities. The better you become, the better your attitude. And so it continues until one day your beliefs and your ability to succeed are impenetrable.  Attitude is the secret ingredient in the formula for success.

Attitude is NOT everything. It is your ability to stay committed to a positive attitude through everything that makes the difference between winning and losing.

http://www.rickun.com

Noah Rickun