Does no mean NO?

Does no mean NO? Sometimes it does, most of the time it really doesn't. More times than not it means I really do not have enough information to make a decision. It is much easier for a prospect to say no than to ask questions. Prospects generally do not want to buy anything. If you believe in your product or service and know that it can be of benefit to your client, then isn't it your duty to do everything you can to ensure your client gets to enjoy what you have to offer. On the other hand, make sure that your product or service really fits with your clients wants and needs. If you are selling with the sole intention of getting a commission, your priorities are in need of adjustment. Sell what you you believe in, believe in what your sell. Remember this...you are not only selling your product or service, you are selling yourself. Sell with integrity, Sell with morals, Sell with enthusiasm, Sell with compasion, Sell with honesty, Sell with vigor, Sell with the client in mind. Happy Sellling...

Can you guess what this is???

It costs nothing, but creates much.

It enriches those who receive, without impoverishing those who give.

It happens in a flash and the memory of it sometimes lasts forever.

None are so rich they can get along without it, and none so poor but are richer for its benefits.

It creates happiness in the home, fosters good will in a business, and is the countersign of friends.

It is rest to the weary, daylight to the discouraged, sunshine to the sad, and Nature's best antidote for trouble.

Yet it cannot be bought, begged, borrowed, or stolen, for it is something that is no earthly good to anybody till it is given away...

Exerpt, "How To Win Friends & Influence People" - Dale Carnegie

Make one more call

Whether you are using the phone or hitting the streets, force yourself to make one last call. Just one additional call per day means you have made approx. 240 additional contacts per year. No matter what your closing ratio is that adds up to more sales which means more people will be able to benefit from your product or service. Say you can get one appointment every ten dials and you close half of your appointments. That would mean by making just that one extra call per day you would realize 12 additional sales per year, or one per month. I am sure we could all use at least one more sale per month...Then Make One More Call. It will be worth the little extra effort.

P.S. Remember to smile on the phone, it's comes out through your voice. Happy Selling!

Gettin What You Want...

What do you think is the best way to get what you want? Is it by selling as many people your product or service, as often as you can and for the most amount of money as you can, to raise your commissions? Or is it to help other people realize the satisfaction, or fulfillment they will receive when they have your product or service. I believe the latter of the two. People do not like to be sold, however they do like to have their needs realized. This will lead to more referrals than you think. Think of how you would like to be treated when you are purchasing something. How do you feel when you have some cheesy salesperson blabbing around about stuff you don't even care about, while they are not listening to your needs. Does the guy on the left look like the guy you would trust with anything? The picture on the right, do you trust your insurance company like that, your advertising consultant, your accountant? You should, or maybe you should look for someone who you can trust in that manner. I think too many salespeople worry too much about today, and don't think about tomorrow. If you are always looking for the sale, and not looking to help people what does that say about you? Have you ever ran into someone with commission breath? It's pretty nasty and believe me, your prospects can smell it a mile away. If you go through life helping other people get what they want or need, you will in return get what you want and possibly much, much, more.

Referrals vs. Leads

People often confuse leads with referrals. A lead is just a name and a number...not much better than handing someone a phonebook. A referral on the other hand is a business introduction. When you are given a referral the person that is being referred is expecting a phone call or visit from you because the person that gave you that referral has talked to them and gave them an introduction about you or your business. Referral = warm, Lead = cold.

Also keep in mind that referral passing is a two way road. You cannot expect someone to give you referrals if you are not passing referrals back. It also does not work if one of you is passing leads and the other referrals.

Points to ponder: Think about your vocabulary...eliminate words that cause fear. Replace "sign here", with approve the paperwork or give your o.k. here. Replace "contract" with paperwork, or agreement. Believe it or not this can stop a sale dead in it's tracks. If you have ever heard, "I never sign anything without reading the small print." "I don't want to be stuck with a contract." ...then you know exactly what I am talking about.

Happy Selling...

Getting Started

Biz2Biz Referrals is a business to business referral networking group. We are an anti-leads group, referral group. Our members pass qualified business referrals not leads. No mandatory meetings, no fees, no lead quotas, no titles and positions for the group. We also do not tell members they are not allowed to network with others, or pass leads to non-members. We just want to network and create an environment to help eliminate the need for cold calling.

If you are interested in how you might benefit from giving and receiving business to business referrals, we can be contacted at info@biz2bizreferrals.com. We meet approximately once a month with the goal of providing members a network of individuals to be able to use for both giving and receiving referrals. This enables members to be able to have answers for their customers needs even when they don't have the product or service the customer wants or needs.

The other day I was out cold-calling and I ran into a business owner that was under contract and with a relative for the service I offer. Chatting with him for awhile, I was able to satisfy two needs that he had by calling 3 of my networking partners that I know and trust. He needed some advertising & also some exposure, so I called a friend that works at Phone Directories Company, a friend who owns the Community Values Magazine and also a Member Services Rep from the Thurston County Chamber of Commerce. I might not have walked out of there with a sale but I feel good about the fact that I helped out three friends and was able to help out a new friend.

Happy Selling!