Are you continuing – Sales, Selling, Follow-up?

As a salesperson –

When is the best time to stay in contact?

When is the best time to follow-up with a customer?

When is the best time to follow-up on a recent quote?

A lot of people are trying to figure out how to work from home.  Many are trying to reconfigure the daily routine and keep workflow moving forward. Many people are not sure what is next.

“However, as Jim Rohn, a great business philosopher, would say, “What's simple to do is also simple not to do.” The magic is not in the complexity of the task; the magic is in the doing of simple things repeatedly and long enough to ignite the miracle of the Compound Effect.”

We need not sit around and make the world more complex.  I am staying in contact with current customers and reaching out to prospective customers. 

Here is what I am doing:

Write a one-page short info-letter that I send to customers and my potential customer list regularly. 

The Info-Letter is not a big sales pitch, it includes:

  1. A short note about how our company is doing with this pandemic.
  2. How we are figuring out how to keep moving forward. 
  3. Provide a “Quotation, Inspirational saying or motivational quip”.
  4. Provide a short summary of our capabilities,
  5. Thank them and ask that our company is kept in mind.  Tell them we are here and plan to be here after some form of normalcy comes back.

I have received many complimentary responses; “Thanks”, “Good to hear from you”, stories of how they are surviving, and best of all – New quote requests and purchase orders.

Put this to work in your daily sales routine and you will see great results.

Good sales and selling!

Positive thoughts become positive actions!

Trying times!  Everything can – and will – change! 

Do your part – Make small positive acts and actions today.  Positive thoughts do become positive actions!

Memorize several positive mantras, release old, negative thoughts that may plague you.  

Your attitude and lifestyle will improve.

Start by taking a minute before using affirmations – SCR – Slow down, Calm, Relax.  Then start and repeat an affirmation. 

Here are a few affirmations I have recommended and used:

  1. “I am not afraid to take small risks in life.”
  2. “I see opportunities everywhere.”
  3. “Every day I am grateful for my life!”
  4. “I believe I can succeed in anything I set my mind to.”

Use these, combine them or write your own.  Repeat them at least once every day.  Spend 1 to 3 minutes repeating your mantra.  If possible, do this 2 or 3 times per day.

The more you use affirmations the more old beliefs will fade away.

Here are some more positive thoughts to go along with you daily:

“If you want to live a happy life, tie it to a goal, not to people or objects.” — Albert Einstein

“An attitude of positive expectation is the mark of the superior personality.”– Brian Tracy

“It’s most important that you surround yourself with positivity always, and have it in your mind at all times.”– Tyler Perry

Stay safe!

Doing business with the government?

Does your company do business with the government? 

I did with my last company and have started doing government contracting with the current company I work with. 

There is a very large “RIVER” of bids coming out daily. Once you figure out what you can sell to the government learn the process and get going.

Many people talk with me about how hard or how easy it is to begin selling to the government. I have helped several companies get started. The process is not complicated. However, it does take consistent effort, daily oversight and certainly work.

Now is the time to find new markets to help bolster your year!

If interested — Contact me, let’s talk.

8 Things to remember when going through tough times.

8 Things to remember when going through tough times.
1Everything can – and will – change.
2You've overcome challenges before.
3It's a learning experience.
4Not getting what you want can be a blessing.
5Allow yourself to have some fun.
6Being kind to yourself is the best medicine.
7Other people's negativity isn't worth worrying about.
8And there is always, always, always, something to be grateful for.

Stay calm, stay on course, stay safe!

Stay safe, Stay calm, Stay positive!

Hope you're doing well and staying away from others (as much as possible) during this CoronaVirus outbreak. I try to watch just enough news to stay informed. 

In my last article I wrote about my wife and I in Cancun, Mexico during 9/11, stuck there for several days, no airplanes.  We watched news 24/7, later we decided it provided more anxiety than we really needed.  Life did come back to something called normal.

Today I believe we all need some positivity quotes:

“The only place where your dreams become impossible is in your own thinking,”– Robert H Schuller

“Cultivate an optimistic mind, use your imagination, always consider alternatives, and dare to believe that you can make possible what others think is impossible.”– Rodolfo Costa

“Beliefs that are good promote your potential and enhance your unique special qualities.”– Deborah Day

“When you are joyful, when you say yes to life and have fun and project positivity all around you, you become a sun in the center of every constellation, and people want to be near you.”– Shannon L. Alder

“It’s a funny thing about life, once you begin to take note of the things you are grateful for, you begin to lose sight of the things that you lack.”– Germany Kent

“Happiness is a quality of the soul…not a function of one’s material circumstances.”– Aristotle

 “It’s most important that you surround yourself with positivity always, and have it in your mind at all times.”– Tyler Perry

I hope one or more of these quotes help your day!

Stay safe!  Stay calm!  Things will get better!

Tough times! Interesting times!

I posted the following quote earlier today and have been thinking about how to expand on it.

“Tough times never last, but tough people do. ” – Sr. Robert Schuller

We like many people are cocooned in for the duration and end of the coronavirus.  Now is the time to reflect on the good in this world, stay calm and stay safe!  This is easy to say.  However, I have been around for a while.  I’ve seen and experienced many changes in the world.  Admittedly nothing like this, but things always come around.

My wife and I were out of country in Cancun Mexico when 9/11 happened.  Paradise – Right?  Wrong – we were stuck there several days, no planes flying, and we watched the developing news 24/7.  All of our time was consumed watching the events unfold.

From a personal and especially business perspective now is a critical time to stay in touch with your network.  Make sure all your contacts know you are around.  Make sure they know that when this situation stops, you will be ready to get on board and help restart and meet customer goals for the year.

I always have future projects that I intend to organize and update — someday.  (Contacting more new customers, staying in contact with current customers, and staying in touch with family and my extended family of friends, etc., etc.)

Take some time off now from the NEWS.  Prioritize some projects personal and business.  Get working and keep moving forward — you will see rewarding results.

Good Luck!  Stay Safe!

Book – The Richest Man in Babylon – by George S. Clason

The Richest Man in Babylon – George S. Clason

I have talked about this book for many years.  I have read it several times and I keep it close on my bookshelf for continuous reference.

The book was originally written in 1926, by George S. Clason.   – Timeless advice.

Easy read, written in parables.  The fictional Babylonian character Arkad gets advice and becomes the “richest man in Babylon”.

In his advice are the seven rules of money and wealth:

  1. Start fattening the purse – Save.
  2. Control expenditures.
  3. Make money multiply.
  4. Guard your money from loss.
  5. Make your home a profitable investment.
  6. Insure a future income.
  7. Constantly increase your ability to earn.

Get the book, it’s a great read with really good advice!

Put this to work and build a lifestyle to last forever.

Easy to do! Easy not to do!

Habits/Goals/ Behaviors seem hard to start and in too many cases hard to stop.

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The following quote is from Jim Rohn (American entrepreneur, author, and motivational speaker) –

“We've all heard the expression, ‘An apple a day keeps the doctor away.'  Well, I've got a good question for you:  What if it's true?  Wouldn't that be easy to do—to eat an apple a day?  Here's the problem:  It's also easy not to do.”

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I have a belief, that we all can start a new habit/goal/behavior, and we can all set the process as easy as possible for achievement.  However, as Jim Rohn pointed out eating an apple a day is easy to do, easy to measure and easy to accomplish, but it's also easy not to do. 

Over the past years, I have posted thoughts about setting goals.  I try to help set a foundation for others to get in the goal setting habit.  Easy to do! Easy not to do!  Less than 5% of people actually set and write goals down. 

As a longtime member of Toastmasters, I remember a speech given about goals.  I can't recall the speaker’s name, but it did stick with me. 

The speaker said, start your habit/goal/behavior journey small.  Pick one item to accomplish over a period of time — make it a 12 month period.  Track your progress daily.  If you miss a day or two don’t worry just keep going.  I thought this was pretty simple basic — but, why not give it a try and get going.

At the time, I wanted to increase my daily reading habit.  I thought reading 10 pages per day was doable — hoping to read about 10 books that year.  It worked!  Today I have a sustained reading goal of 15 pages per day, I've read a lot of books over the years.  

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“But as Jim Rohn would say, “What's simple to do is also simple not to do.” The magic is not in the complexity of the task; the magic is in the doing of simple things repeatedly and long enough to ignite the miracle of the Compound Effect.”

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Begin now and have great satisfaction of accomplishment for 2020!

Why is this here? – WITH!

If working on continuous improvement in your work life and/or home life, review the following concept, and try to apply it daily.

I don't have the name of the originator of this acronym. However. I use it at work and at home.

Why Is This Here? – WITH.

Part of the process of applying Lean Manufacturing uses the 5s+1 methodology for reviewing the workplace (1. Sort 2. Straighten 3. Sweep/Shine 4. Standardize 5. Sustain and +1 = Safety). This is not as easy as it sounds. Touring a manufacturing facility, office environment or even your own home often shows items not in place, and in many cases not even where they should be. 

To get a feel for the process, start with your current area and surroundings. In my home office I see piles of “Gonna-Do” projects forming. Seems like they start and stall. Look at just one item/project for a few minutes. Review what is in the pile, folder or box and throw away the truly non-essential items. Decide if it is really a goal contributing project, a nice to have project, or maybe a wishful non-critical project. Why Is This Here? – WITH. You will be amazed just sitting at your own desk, home or office and look at what is out and waiting or not needed. 

I realize this thinking is not for everyone, but you will find out of place clutter in the oddest places.

Walking around with this attitude and thought process helps keep momentum going, especially if you are trying to 5s + 1 a manufacturing facility, or your own home.  Start, doing and sustaining the 5s + 1 attitude: 

1. Sort 2. Straighten 3. Sweep/Shine 4. Standardize 5. Sustain and +1 = Safety. 

Remember to ask:  Why Is This Here? – WITH.

Good Luck on your Lean Journey — Once started you will find applications everywhere.

Sales, Selling — Follow-up?

Ask a sales person –

“When is the best time to follow-up with XYZ customer?”

“When is the best time to follow-up on a recent quote?

“When is the best time to follow-up on “Blah, Blah, Blah?”

All too often we hear, It’s too early, or I am not sure now is the right time, or I don’t want to bug the Buyer/Customer/Etc.

Have you ever taken the time to think about “Follow-Up” in selling?

Some sales people follow-up too often and disturb/disrupt the potential customer.  It is estimated that you need 7 contacts with potential clients/customers before a transaction happens.

I am self-taught in selling and when I found a really good system I latched on to it.  I have been using the Sandler Selling system for over fifteen years. (I would be happy to provide my contacts to anyone interested.)

A great technique that I learned and use is the Sandler Technique of using an Up-Front Contract with potential customers.

Simply ask the prospect/Client for the next time contact would be appropriate.  Set an exact date and time if possible or get at least a time frame for contact — Then do what was agreed upon!

Too many times I have had sales people working for me or trying to sell to me;  Stop — after the very first call.

Never get caught in this trap —  It’s too soon to call — Now it’s too late the order was let to someone else.