2 Ways to Sell.

I was reading a lot on the subject of sales recently. I had to travel and came across a book on sales. We are all sales people. We have to pitch ourselves to clients or to the HR department for the job, etc. But what happens when you are the actual sales person who has to bring in clients? Are you stuck in a rut and using the same hum-drum tactics.

After much reading, I have discovered the following best sales tactics.

1. Ask for the business directly. This simply is presenting, asking and answering questions, and then stating that you have answered all the questions and it sounds like they (your audience) are ready to move forward. Then, boldly, present the contact and take care of the business now- or as quickly as possible. Being blunt and to the point, yet polite, does work and works often.

2. Time sensitive matters. If a potential client has been on the fence about moving forward, then give them a deadline as to when pricing will expire or go up. Either you have their business or you don’t. The time sensitive issue will clarify this immediately.

There are, of course, other tactics that do work. You want to use something that is ethical and comfortable for you.

Until Monday,

Twyla N. Garrett

Stand Out 101

I received an interesting question recently. Someone wrote me asking how they can stand out from the crowd. Well, this is a pretty broad question. I am assuming this person was referring to their professional career. I thought about this long and hard and I do have some answers.

If you want to stand out professionally then make sure to be involved with people. You want to be part of a group in order to stand out from the group. Start by thanking people for answering questions, listening to stories you rather ignore, liking their social media updates, etc. By becoming an alliance in a group, you position yourself for further networking opportunities in which you can later shine.

Once up build up your network of people (see above), understand the Devil is in the details. If you send a thank you card to someone, include a Starbucks gift card – even if it is for five dollars. Find small ways to make mundane tasks extra special. Your signature should be remembering small details people tell you at parties, in emails, etc. so use whatever app you can to track this information and apply it later.

Also, be a giver. In order to standout, you have to give time, money and support to others. So, when these opportunities come across your desk- don’t hesitate, take them! I promise you they will pay off in the long run. People will think of the nice thing you did for them or their organization and this will also make you stand out!

Until Monday,

Twyla N. Garrett

Are you ready for a disaster?

My company works to help businesses prevent and offset disaster. As much as prevention helps, it can not stop disasters form happening. I can't stress enough how important it is to have a disaster plan when you launch your business. It is crucial. I know you have a lot on your plate but make sure you make this element a priority.

Here's How:

Spend a day running the office from home. This will help you realize what items you do have to run the business from your home office and what items you don't have. Do you have backup data for client files, numbers and hard copies of contracts? What about your schedule? Payroll information? If a disaster strikes, and your office is impacted, chances are you and your employees will have to work from home. Could you pay them? Could you reach them? Working from home for a day will help you realize the inventory you have and what you need to be prepared.

Who are your leaders? Don't wait for a disaster to assign your employees leadership roles. Help your company be prepared by preparing your employees. Ask yourself who would be best to help in the event of a mandatory evacuation. Seek out people to cover attendance after the evacuation, those who should grab certain documents and data cards, individuals who start the insurance processing part, etc. A disaster brings a lot of chaos to the table. Employees who know their roles ahead of time can help streamline recovery and compile resources.

Plan for their safety. Yes, you have to keep clients moving but employees' safety should always be first. If someone's home has been flooded, try to help them recover by pooling resources. Who is willing to share their home? Do you have a company credit card to front employee hotel housing? I know this is going the extra mile but it is important to take care of each other. Profits are important but the human element is more valuable.

These recommendations are just the tip of the iceberg. You are free to contact me with specific questions or a request for a consultation.

Stay safe out there,
Twyla