Branding and Sales

Here’s a business secret most entrepreneurs don’t want you to know…. They started their companies with an idea only, not a true foundation to what it is they are selling. Yes, many business owners started with a “Sell first, figure the rest out later” plan.

While you shouldn’t bank your entire organization’s success on this type of thinking, there is something to be said for building value with sales before it actually exists. So, how do you do this? First, understand how your services or products can help solve a problem for your potential client. If you can show him or her not how great your services / products are but how they will actually fix a challenge, you’re golden when it comes to value.

Next, understand your prospect’s ambitions and tailor your pitch to meet these. If you can’t meet the client’s ambitions, don’t promise to. You will both be disappointed in the end. Be honest but be prepared to sell the value in accomplishing goals for your client- or at least in helping him or her get there.

Selling your services or products as a new company (sometimes even as an established one) can be hard but that doesn’t mean it will not work. Be persistent and be ready to show how much value your potential client may be losing by not hiring you!

Until tomorrow,

Twyla Garrett

3 Tricks to Remember Names

How many times have you been at a major event, had a great conversation with someone and then forgot their name? It happens to all of us. However, using someone's name is important to closing deals and forging alliances. It makes them feel special. Why do you think Starbucks is able to cell ten cent coffee for five dollars a cup? The coffee isn't special, the experience is! Your name is part of the Starbucks experience.

If you need help remembering the names of people you meet then continue to read. I've come up with some great tips for you.

1. Ask the person to spell their name. Even if the person's name is 'Bob' ask him to spell it. He may seem surprised by this and that is ok. I find being honest with people as to why you're asking acts as a great icebreaker within itself.

2. Make a mental association. This seems obvious, but it works. If a man is wearing a funny tie- I refer to him as Funny Tie Bob or Pink Gucci purse Brenda. This trick really does work for face-to-name recall.

3. Repeat the person's name twice after you met him or her to him or her in conversation. This will help you get used to the face and name syncing together.

If all else fails, admit you forgot the person's name. It may make him or her (even you) cringe for a second, but you will move on and so will the other person. Don't be afraid to admit you forgot the name , ask for the name and then continue on the with the conversation.

Until next time,

Twyla

Are You Attractive?

OK, the title of tonight’s post may seem silly but there is a lot to be said for making your brand as attractive as you!

Your brand is representative your voice. Your business has to reflect what you stand for, what is sells, and the relationships it has with vendors and clients all through social media and traditional design and content marketing. Easier said than done? Yes! But that doesn’t mean it is an impossible task.

In easy terms, consider how you dress. Do you always wear black? Do you wear color? Are you defined by a signature hair style? If you have little things about your appearance that define you to your friends and family then you already know how to brand yourself. You just need to take this concept and apply it to your brand.

The next step is to remain consistent. If you are always evolving your appearance as a business people may assume that you have a brand identity issue happening- or worse, you don’t know who your customers are.

Being attractive to your demographic is a major part of branding and what makes and breaks certain companies.

Try writing down five consistent things about your personal appearance and your company’s brand right now. Then run a survey and ask your customers the same question about your brand. See if they can come up with the same answers as you. If not, you need to adjust your attractiveness to customers.

Until next time,

Twyla

Start-Up Marketing; How to be Your Own Salesperson

Most companies would love to start-up with an amazing sales team in place. This isn't always the case. In fact, most start-up companies hit the streets with one sales person- the owner. If you have a small sales team (or none), don't panic. I've put together my top five sales / marketing tips to help you not only survive during this time, but thrive!

1. You're likely going to compete against established companies. Focus on how you're different, not how old the company is.

2. Pay for referrals. That's right, reward your early customers with deep discounts for referrals they send over- even if the referrals don't by. This will put a customer, who is already in love with your products or services, in the sales position for you- and for free!

3. Don't be pushy. People don't like pushy. There is a reason used car salespeople have their reputation. Focus on being honest with your sales leads and help them figure out how your products and services solves their challenges.

4. Gather data and review it often. Ask yourself why people aren't buying. Then ask those who said "no" why they did. Knowing why you're not selling is far more valuable then understanding why you are selling.

5. Say no to negotiations. If a client starts bartering with your price point only because of how long your company has been opened, walk away. In the long run, it will cost you more to earn this client's business then it will generate profits and referrals. If a client isn't sold on you as a company or the products / services it provides, move on. There will be leads out there willing to listen, excited about a new brand and option on the market, and they will have cash readily available.

Starting up a company isn't easy, but it isn't impossible. Stick with me during my January marketing series and I promise your profit margins will improve.

Until next time,

Twyla

Top Business Books to Read!

Most of you know by now that I have one book completed and another on the way. As I go into the final edits of my Homeland Security book, and then my life's story, I wanted to share my favorite business books with you and the reasons why.

Playing to Win: How Strategy Really Works by A.G. Lafley. I like this book because it offers real advice. It is engaging and doesn't read like stereo instructions. The advice plays to everyday business situations.

Always Know What to Say by Peter W. Murphy.

I like this book because it helps business owners know how to approach and pitch people. Sometimes brilliant ideas never get off the ground because people feel awkward in pitch meetings or at networking event. This book offers real advice on how to overcome social moments and shyness.

Goal Setting Success Secrets. How To Revitalize Your Life. Setting And Achieving Your Goals The Smart Way. By Raymond Le Blanc.

I adore this book because it addresses why some people have goals but very few reach those goals. Goals are important in life and in business. If you don't have goals and reach them, you will not be able to run a business.

Start by reading these three books. You can learn a lot about yourself and business. I will update this blog with other business books I like- but start with these three first.

Twyla