The outbreak of Covid-19 has got the world on lock down and many employees have transitioned to working at home. With that, many entrepreneurs are holding daily conference calls to keep teams connected.

The upside is many employees are having greater communication with their managers than they previously had. Unfortunately, many owners have never participated or hosted conference calls and in my conversations with participants, I’m hearing that many of these calls are bit chaotic and frustrating.

So I thought I’d offer up the following 6 tips to have better conference calls.

1. Be on time!

There’s nothing more distracting than someone joining a call late only to declare “Hi I’m here!”. This usually happens without consideration that with a call in progress, someone may be already talking, and your arrival and announcement totally disrupts the flow. Login quietly and wait until there’s a break in the topic to let people know you’ve arrived.

2. The meeting Chair

Whoever is hosting or chairing the call, needs to set some rules or guidelines in order to control the conversation and keep it on track. One thing I did when chairing in-person committee meetings in my many volunteer roles, was to make sure everybody had a chance to speak. Many people have great ideas or want to contribute to a conversation but just don’t have the confidence to speak up. These same people tend to be a little more reserved and therefore remain quiet. Let be honest there’s always a core group of people who monopolize conversations, so the quieter ones are little intimidated and don’t speak up.

So, in order to give these individuals a chance to air their ideas or concerns, I would keep track of who has spoken on a given topic and then I would go around the table and ask the individuals who hadn’t commented, if they had anything to add. This way they were given the opportunity to make their thoughts known.

In a conference call, the chair should state the issue or ask the question and then ask each individual, one at a time to comment. This alleviates the typical free for all that usually happens, and the conference call becomes more productive.

As a caveat, some conference calling platforms have the ability for individuals to digitally raise their hand to comment. However, many of conference calls taking place today calls are being held on mobile phones without these functions.

3. Set out an agenda

Just like in person meetings, whoever is running or chairing the call should put out an agenda beforehand. Since these conference calls will be daily or twice daily events, the list will be small. It’ll help at keeping everyone focused on the issues at hand.

4. Put your phone on mute

There’s nothing more annoying than background noise during conference calls. Since many people are going to be working from home, with kids and dogs underfoot, this is a big problem. So, if you’re not talking, put your phone on mute until it’s your turn.

5. No speaker phones or hands free.

Usually the sound quality when talking on speaker phone is significantly reduced. Using the speaker phone setting makes it difficult for everyone else to hear what your saying and requires immense concentration. Get a set of headphones if you need your hands to be free during the call. It’ll make the call more comfortable for everyone else.

6. Assign a minute taker

Just like any formal meeting someone should be taking minutes of the meeting. They don’t have to be long dissertations. Point form is sufficient and is really just a summary of issues and actions required. Unlike an office meeting, there’s little chance to do face to face follow up, so these minutes can be distributed shortly after the conference call ends and serves to keep everyone on task. The minute taker should be rotated between the callers every day.

These are trying times for most entrepreneurs. Many have never faced such a dramatic shift in they way they are forced to do business. However, this is a wonderful opportunity to try out those ideas you’ve always had, but never had the time to test.

Using conference calls to keep your arms around everyone and provide clear direction is just one of the tools, that did not exist or were the exclusive domain of large corporations not that many years ago.

Stay safe.

You may also enjoy Are you Ready

Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

We all learn lesson throughout our working lives. Some are good lessons, some are a little painful. Some of those lessons we remember, some we forget. Hopefully, we learn to apply the good lessons as frequently as possible and not repeat those painful ones too often.

One of those lessons I learned a long time ago, was to play the long game when it comes to sales. So, what do I mean when I say, “the long game”? The long game means understanding that actions today may pay off at some future point with unknown timing.

The long game is understanding that people are different. Whereas some people need to buy immediately, others prefer to do preliminary research before buying. On the other hand, some customers have existing relationships or inventory that precludes them making any immediate changes but are now entertaining other suppliers.

Never know which ones

A lot of people think of sales as a one-hit wonder, whereby if someone doesn’t buy immediately, they are dismissed, and you simply move on to the next prospect. To be fair, some industries have created this environment. What is far worse, is that many individual salespeople operate this way regardless of their industry and think this is perfectly acceptable. Their attitude is, if you’re not buying, you’re simply wasting their time.

Fortunately, professional salespeople don’t work that way. They know the value of playing the long game. They’re focused on building relationships. They are patient and provide whatever information the prospect requires, all the while knowing many of these prospects will never convert to a sale. As frustrating as that can be, they also know that quite a few will eventually turn into clients. Unfortunately, they never know which ones.

So, the lesson I learned, was when I first started out in sales after leaving my career as a truck driver. Needless to say, I had very little sales training, but I had good instincts and had availed myself to every sales book I could get my hands in order to become proficient.

I decided this wasn’t for me

The job was selling flexible packaging, which was a fancy word for plastic bags, the majority of which were custom printed. I had no territory or existing accounts and was free to travel within reason to generate business. My prospect list covered everything from boutiques, chain stores, manufacturing and agriculture. Pretty much anyone who used plastic bags. This was a volume business because the set up costs for custom printing was high and therefore had to be amortized over thousands of units.

Because of the sheer number of bags companies had to order became quite an obstacle. Regardless if our quality was better or price was cheaper, I constantly faced this existing inventory issue. Although I kept both my spirits and head up, it eventually started to take its toll. Even though I managed to get a few orders here and there, this lack of success, eventually got the best of me and after a full year, I decided this wasn’t for me.

Funny thing is, I wasn’t on commission and I wasn’t being pressured by the owner of the company to up my performance, other than the occasional enquiry of my plans for the day. So, I probably could have stuck it out for a while longer. But alas, I decided to leave.

When I handed in my resignation, I remember getting berated by the owner over how much he had invested in me. I couldn’t disagree, as he had been more than generous, in supplying a car and all expenses along with a decent salary. Suffice to say he was none to happy. But I just wasn’t able to generate many sales and I was getting into quite a funk over it.

Then a funny thing happened

Over the next few months, I kept hearing through the grapevine how disappointed he was in me.  Little did he know I was also a little discouraged with this sales career I had chosen. Then a funny thing happened.

It all started with a few orders trickling in and then they just kept on coming. Within a couple of months, hundreds of thousands of dollars worth of orders were placed. These orders came from a number of those accounts that I had visited over that year of cold calling. In today’s numbers, I would estimate the value of those orders would be close to a million dollars. It was at this moment that I learned the value of playing the long game.

I would be remiss if I didn’t mention that after months of being criticized by the owner for leaving, he quickly changed his tune and began telling people how good I had been. Not something that happens very often.

Although we try to uncover customers needs and overcome their objections, there are plenty of times when you just can’t make a sale. Keeping in touch, following up and being patient has paid off more times than I can remember. The best part of playing the long game is when you least expect it the phone rings and someone wants to place an order. It makes for a real good day!

You may also enjoy The 80/20 Rules of Sales

Copyright © Greg Weatherdon 2018

Sign up above to receive email notification of the latest update to this blog.

Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

One of the simplest ways to increase your sales closing ratio is by simply following up with your prospects in a timely manner.

All too often I encounter entrepreneurs who lament at how difficult business is or that they just don’t get sales even though they are pitching and quoting.

Digging a little deeper quickly uncovers one of the main reasons for their poor sales performance, they don’t follow up. It is estimated that 85% of sales contacts are never followed up.

When I enquire as to why they don’t follow up, I usually get the same answer- “I don’t want to bother them or come across as pushy’. To this I typically respond by saying “they asked you to quote, so a few follow up calls is not considered pushy, if done in a professional manner”

People Are Well Intentioned

When you consider that people lead busy lives and although well intentioned, they sometimes need a little friendly nudge in order to take action. I can’t tell you how many times a prospect has thanked me for following up with them- which is certainly in contrast to what we would expect.

By following up, it also gives the serious prospect the opportunity to ask questions or get answers to things they thought of since our last meeting and more often than not, if it doesn’t result in an immediate order, it certainly moves the process along and keeps me in contact with the prospect.

So if you want more sales, follow up.

You may also enjoy  The 80/20 Rules For Sales

If you found this helpful, Tweet, Like or tell a friend.

Copyright © Greg Weatherdon 2017

Sign up above to receive email notification of the latest update to this blog

Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.

Wilfredo Pareto discovered the 80/20 rule when he wanted to determine who owned all the lands in Italy in the 18th century. He found out that 80% of the lands holdings were owned by just 20% of the families. As he continued his research he soon discovered that many things fit that profile.

Applying The 80/20 Rules For Sales

So how do we apply the 80/20 rules for sales? Well as entrepreneurs we seem to manage to bog ourselves down doing all sorts of non-productive activities. Sure we justify them as necessary activities but in many cases we’re just doing busy work that could easily be delegated or maybe not even done at all.

Because sales are such a critical element of our businesses, it is the #1 item that owners ask for help or guidance when I advise them.

The Formula

So here is my simple formula; until you have enough sales to provide you with sufficient revenue to cover your monthly fixed cost, including your salary, you should be spending 80% of your time on sales related activities, period! Make sure these activities are actual productive and really sales related. Too often, we classify all sorts of activities as sales related when in fact, they’re really not.

So what are sales related activities? Here’s a list of seven:

  1. Preparing prospect lists
  2. Making calls to the list
  3. Sending emails to the list
  4. Going to meetings with existing or prospective clients
  5. Preparing quotes or proposals
  6. Following up on quotes or proposals
  7. Cold calls if necessary

In other words, activities directly related to generating an order.

For some people these are unpleasant activities but as business owners you need to get over it and make this activity a priority otherwise you’ll struggle along for years.

The 80/20 rules for sales will help to keep you focused on what’s important. Thank you Mr. Pareto.

Copyright © Greg Weatherdon

If you found this helpful, Tweet, Like or tell a friend.

Get More LIFE Out of Your Business

You shouldn’t be the hardest working person in your company.

Many small business owners find that even after the struggling start-up years, they’re working too many hours and still managing every aspect of their businesses.

Greg Weatherdon has been there, done that. As an entrepreneur, he learned not only how to get a business to the point of running smoothly, but also how to reduce the number of hours he worked, delegate more responsibility to his employees, and take longer vacations while his business chugged along like a well-oiled machine. And now he is providing the secret to success.

Do you suffer from any of the following?

1. Business ownership isn’t living up to the dream.
2. Endless workdays.
3. You can’t find good people.
4. Profits are less than expected.
5. You can never take a vacation.

You’re not alone. But there is a solution. As Greg demonstrates, with some time and effort, you really can Get More Life Out Of Your Business.