Increasing Sales.... Write It Down

I’ve been asked time and time again about sales and how to get more of them. Well, there is one sure-fire way to get sales but it is a practiced art and it shouldn’t be the only sales funnel you rely upon. So, what is the one way to actually improve sales?

Notes. Yes, take notes. If you don’t take notes, you likely won’t remember what’s said or what commitments you or the customer made to each other. Plus, when you take detailed notes during a cold call or an initial conversation, you can make your follow-up more personal, which will resonate with the customer and lead to better chances of closing a deal.

I have found that we often spend so much time selling ourselves and pitching our products and services that we fail to listen. We fail to take notes. We fail to solve the problem for the customer vs. selling the customer on solving the problem. Hint: The customer knows they have a problem. They don’t want to hear that you can solve it, they want you to understand how they feel and then have you understand their point of view. Once you can convey that you understand how they feel (again, through detailed follow-up via your notes), then you can ask for their business and start to really close deals and increase sales.

Until tomorrow,

Twyla N. Garrett

Do Your Customers Feel Cheated?

It happens. We get busy with how to run the business, growing a business, developing our brand, etc. that we forget why we are in business- our customers. I'm listing three ways to tell if you've lost sight of your customers' needs and are cheating them- even without meaning to do so. If so, ask yourself what you can do to correct the situation at hand.

1. You half-ass tasks. Sorry to be so blunt, but it is true. If you perform at your highest level upon first signing a client, but months or years later you could care less if the product/service is amazing or of quality then you've lost focused and are denying your customer what he or she is entitled to.

2. You believe the customer is always right. Um, no. The customer may think he or she is always right, but they're not. You wouldn't sell a standard kitchen oven to someone who wanted to open a bakery would you? No, of course not. If you see a client making a mistake and you don't step in- you're failing that customer.

3. You avoid the evil client. If you ditch a client because he or she is too demanding than you might not be up for the challenge of expansion. Try your best to handle evil clients and resolve inner-conflicts before giving this type of customer the boot.

Dealing with customers isn't always easy. You are not going to have easy clients in life. There will be difficult clients and situations. Remember these three tips and make sure the problem isn't you.

Until Monday,

Twyla N. Garrett

Testing Your Business Ideas

I recently received a request to write about testing business ideas. While we can prepare for and plan our businesses around concepts and data, there is no real way to test if we're going to be successful or not.
There are some ways to double check if you are or are not on the right path when it comes to business. Here are my top three tips to see if you are on the right path to projected success;

#1. Focus on goals, don't just have them.

I know many people who write goals down. They have a goal for every part of their life. What they're missing is a plan. You need to have a goal followed by a plan and work at it daily.

#2. Be reasonable with your time frames. Don't plan to be a millionaire at the end of two years. If only life were this easy. Make sure you have a realistic timeline to compliment your goals and your plans.

#3. Make profit your number one goal. Don't think about expansion, second offices, etc. until you actually have a solid profit coming in. You can't just think big, you have to grow a profit to get big.

I hope this week's tips and topics have helped you developed your business plans. Please let me know if you have any questions.

Until tomorrow,
Twyla N. Garrett

#TBT - The Business Owner Test

Do you have what it takes to own a business? I'm not talking money or ideas. I'm talking grit and getting your hands dirty. Not sure if you have what it takes? Take my test. Answer yes or no if you agree or disagree with each statement below and see what I have to say at the end.
1. You believe you can balance work with a personal life.

2.'Fake It To You Make It' is the best advice you ever received.

3. You can't wait to be rich, which will be soon since all business owners have tons of money.

4. You can have a day job and run a business at the same time.

5. There is nothing to fear about employing other people. It is great to have people work for you.

6. You're going to be loved by everyone because you have a business and your business will take off right away.

7. You believe a mentor is important.

If you answered "yes" to any of the above questions, you don't have what it takes to be a business owner. The above statements are all myths and some of the most popular reasons why businesses fail. Grand ideas, assuming riches will happen overnight, faking knowing how to provide a service or products, etc. are all big red flags in the business world.

Until next time,

Twyla Garrett

Hey DC, I Need YOU!

How to Handle A Crisis

Last year I wrote a blog on who handles different areas of government in direct relation to potential terrorist activity. It is always good to understand what will happen should a crisis occur. Well, in light of the blizzard that just passed by the USA, I thought it was important for me to restate this information. As you know the Department of Homeland Security oversees all types of disasters, like weather-related events. So, if you need to, print out this blog and keep it near your desk or in your wallet. That way, in a time of crisis, you know who is in charge of what and you can better navigate the services you need.

Mayor
The mayor is responsible at the administrative level for the smooth running of the response effort.

Fire service
The fire service is the linchpin in disaster response. The fire chief is charged with the operational management of the response effort. Everything that occurs in the disaster area falls under his/her authority.

Regional accident and disaster medical teams
Anyone injured in a disaster will require medical assistance as soon as possible.

Police
The police will ensure that the fire and ambulance services can do their job. They will cordon off the disaster area, manage the traffic, and sometimes set up a safety zone around the disaster area.

Army
The Ministry of Defence can deploy military personnel to respond to a disaster.

Municipal services
Behind the scenes, several municipal services play an important role in disaster response, especially when it comes to the after-effects.

Other services
Which services take part in the response effort will depend on the type of disaster. In the case of flooding caused by burst dykes or heavy rainfall, the water authorities will play a role. If a disaster occurs off the coast, the Coastguard will be involved. But other services will also often take part. The Red Cross cares for the injured in disasters.

Until tomorrow,
Twyla N. Garrett

Homeland Security and Holiday Travel

Next week the Thanksgiving holiday falls upon us and many of you will be traveling. In honor of the busy travel week, I have decided to put together a few basic tips to stay safe and secure.
First, if you are flying- show up early and expect delays. If you plan your flight to close to a deadline for a party or check-in, you will be stressed out. If you allow yourself plenty of time to arrive to your destination, without the pressure of a deadline, you will be more focused and travel safer. This is a proven fact.

Second, have a backup plan should something happen- and extra cash to! I tell everyone to travel with their emergency fund divided into cash and a debit account. In the event that a terrorist attack or security issue should occur, banks could be down or frozen. People don’t like to travel with a lot of cash, but you should have at least a thousand dollars (if not two) on you in the event of an emergency. Keep the same amount in the bank as an ER fund too.

As far as that backup plan, know what you would do if you couldn’t reach your destination and were to get diverted or stuck somewhere. Explain the plan to your fellow travelers and those you are going to visit. Your friends and family should know where you are going to be at all times- even if an emergency were to happen.

The holiday season is a stressful and wonderful time wrapped up into a matter of weeks. Keep an eye out for potential issues and report them if you do catch wind of anything suspect and keep cash on hand along with a viable plan. If you follow these steps, you will have a better and more secure holiday travel season.

Until tomorrow,

Twyla N. Garrett

Loretta Lynch.... The Bombshell!

On Friday, I posted a blog stating who I thought the President would pick for Attorney General. Three hours after my post the President announced his choice, which is Loretta Lynch. I, like many other experts, was completely off the mark with my prediction.

Here's why myself and other are concerned about Loretta Lynch. First, qualifications. From a Homeland Security perspective, Ms. Lynch has some nice wins under her belt. She has no partial ties to Obama or those who dislike his initiatives. She seems to be clean and less aloof then Eric Holder. But this doesn't mean anything. Her Harvard degree, while impressive to some, doesn't come with the endorsements that other candidates had from police unions and first responder organizations.

Am I disappointment? No. She has experience in prosecuting cyber crime and financial crime. She could look at the current IRS scandal with a fresh set of eyes. I do feel there were other and better qualified candidates that should have obtained the position, but this doesn't mean all hope is lost for the country. Lynch brings a different kind of leadership to the table and maybe this is exactly what we need when it comes to sustaining certain programs and prosecuting terrorists. I guess we will have to wait and see.... In the meantime, here is the official announcement and welcome Ms. Lynch!

Video of Lorretta Lynch.



Anyway, as we head into Tuesday, November 11th- note I will not be posting a blog as it is a Federal Holiday.

Twyla N. Garrett

Homeland Security Orders Increased Security for Government Buildings!

"The precise actions we are taking and the precise locations at which we will enhance security is law-enforcement sensitive, will vary and shift from location to location, and will be continually re-evaluated," Homeland Security Secretary Jeh Johnson said today.

Yes, the Government has issued a security watch increase upon itself today. Why? Well, there are several reasons. First, you should know that the The Federal Protective Service is responsible for the protection of more than 9,500 federal facilities owned or leased by the General Services Administration, through which 1.4 million visitors and occupants pass daily. Now, the reasons cited by Mr. Johnson are due to the recent lone wolf attacks that are slightly related to ISIS, but can be contributed to mental health issues to. The exact affiliations seem to be more claims than official links at this point.

So, are you more at risk if you work in a Government building? Yes and no. Government employees are always more at risk for something tragic happening in the workplace because of where they work and who they work for. However, if a threat is detected, the employees are more protected because of the Department of Homeland Security taking notice of lone wolfs and actual terrorist-related threats.

My advice is to stay calm and ask questions. Know what the emergency evacuation plans are for your specific building and ask your HR Manager if you need to do anything, or be on the look out for anything, in relation to any obvious step-ups in security efforts at your workplace.

The move today is purely precautionary, but we should take notice.

Until tomorrow,

Twyla N. Garrett

How to handle a natural disaster or act of violence at work.

I help businesses and government agencies prepare for and prevent disasters of all types. But, for those of you who can't hire IME's services, here are some basic steps to handling a disaster event at work.

Start with signing up for the American Red Cross' First Aid|CPR |AED classes. The website reads, "Would you know what to do in a cardiac, breathing or first aid emergency? The right answer could help you save a life. With an emphasis on hands-on learning, our First Aid/CPR/AED courses give you the skills to save a life. All course options align with OSHA’s Best Practices for Workplace First Aid Training Programs and are available in classroom and blended learning formats. Certification is issued upon successful completion. Free online refreshers are available with all course options."

2. After attending to any urgent medical needs, revert into your company's Emergency Protocol. If you haven't developed one yet- do so. Not only does this act help you save money on company insurance, it saves lives!

3. If the incident is a violent one, or a verbal bullying issues, report it to law enforcement. You may have survived the incident (or witnessing it), but the same person can commit the act again- or escalate it by returning with weapons hours later. Take notice and report all minor acts of violent of verbal abuse to law enforcement and have the employee removed from the building.

4. Know key state and national resource numbers. During a violent or natural disaster it is possible for communication lines to go down. Don't be lost without resources. Physically write down key numbers to employees and resources and keep them in your purse or wallet.

5. Have guiding principals in place to address disasters at work after the fact. These should include, but not be limited to;
- Treat all matters seriously.
- Don’t victimize anyone who was a witness to a violent act or the victim of a natural disaster by improperly question them.
- Act with impartiality towards all parties, avoiding any personal or professional bias.
- Consult with health and safety representatives.
- Document the process, recording all meetings and interviews with details of who was present and agreed outcomes.

Until next time,
Twyla