In its heyday, the Kodak company used the following tagline in their advertising: “Make it a Kodak Moment!” This phrase was used when taking a picture of someone at a particular moment that will never be forgotten. It even made its way into everyday use to highlight anything good or embarrassing that happened to an individual, even when it wasn’t captured on film.

I’m sure we’ve all experienced our fair share of Kodak Moments in our lives, so I want to share one of mine that will be forever burned into my memory. It was an expensive sales lesson about being overly confident, that I’ll never forget. T… Read More

Training Your Team

Reading Time: 5 mins

We all have our own definitions of training for our team, but in all honesty, most of it sucks. Sure, for customer facing team members, we do the mandatory, how to acknowledge a customer stuff, with all the expected please and thank you’s.

It also goes without saying that we spend time teaching them “the system”, whether that be a retail POS or other software necessary to capture and order or process payment. Add to that the mandatory workplace safety and theft prevention training, we usually feel pretty good about our efforts.

 

This whole area of training, has been a sor… Read More

Be Visible

Reading Time: 6 minutes

Be visible is really nothing more than the opportunity to get in front of the customer in some meaningful way. Unfortunately, it is proving far more difficult to do so. B to C or B to B businesses are equally challenged in getting through to their customers, because there are just many more roadblocks.

 

In the time before voicemail, a phone call to a customer’s home resulted in one of three outcomes; no answer, a busy signal or someone actually answered, pretty predictable outcomes. Along comes voicemail and call display, so now people could just ignore the call. Voi… Read More

Know Your Strengths

Every entrepreneur goes into business with a list of dreams, hopes and desires for their business and their life. Unfortunately, dreams require more than just hoping and praying for a successful outcome.

 

What we need to realize is that dreams are just the starting point of the entrepreneurial adventure. Dreams get us in the game, but to be successful in business requires being able to put all the pieces together in order to create a prosperous enterprise.

 

 

 

Those elements consist of:

Sales
Marketing
Operations
Administration
The thing is, most of us are only really … Read More

Small Business Minute #44 Want More Sales- Follow Up!

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 th… Read More

80/20 rules for sales

 

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 de… Read More

Everyone Is In Sales

 

 

 

 

 

 

As business owners, we sometimes forget that every employee can have an impact on sales in our organizations. (TWEET THIS)

For example is the shipper receiver courteous to all who present themselves at the loading dock? Do those customers have a pleasant experience that reflects favorably on your organization? There’s nothing worse than going through the sales process only to drop the ball at the last step.

Are All Your Employees Motivated To Sell?

Are all your employees trained and rewarded for generating leads? Do they let you know about that new b… Read More