Keeping The “Shine” On New Initiatives

January 3, 2019

We’ve all been there…


We attend a conference, hear a speech, listen to a TED Talk, or read an inspiring book, and we are completely committed to starting a new initiative. We feel like a kid with a brand new toy. It’s so exciting — we can’t wait to dive in and start playing.


But new initiatives, like new toys, can become dull and worn out over time. Our shiny ball is not as fun to play with as it used to be and our excitement wanes. It’s just like all the others. We don’t give it the same attention as we did in the beginning.


No matter what the initiative, keeping motivated over the long haul is extremely challenging. Particularly in the sales world, habits and routines are not always exciting, so what can we do to keep moving in the right direction?


To start, we need a plan and the commitment to make it stick. Think of these three questions before implementing a new initiative:

  1. What will this new initiative potentially do for my company and for me?
  2. Do we have a clearly defined timeframe established (i.e. start and stop or check-in times) in order to measure the success of our new initiative?
  3. Are there any roadblocks that could derail our new initiative from happening now or in the future?


Do we have shiny new-toy excitement after answering these questions? If yes, we need to put a plan in place that will carry this initiative through. Remember: The one with the best plan wins in the end. We cannot just wing it. As Chet Holmes states in The Ultimate Sales Machine, if you plan things right, “You will have the pig-headed commitment and discipline to stick to it.”


Here are some tips to keep the shine going when implementing a new initiative for yourself or your sales team:


1. Have a set beginning and end in mind.
Whether making a commitment to schedule a certain number of appointments per day or per week, or making sure your pipeline has X amount of active opportunities at any given time, you need a set timeframe in order to measure your success.


As Stephen Covey says in The 7 Habits of Highly Effective People, “Begin with the end in mind.” By having the end in mind, or at least set checkpoints, you’re giving yourself a chance at success, instead of just spinning that shiny ball forever.


2. Define the expectations required for this initiative and detail why they make sense.
Even if you are doing something new for you, and not for your boss or someone else, define your goals and explain why those expectations or goals are important.


For example, your goal might be to make sure you have ten active opportunities at any given time in your pipeline. If you don’t document the reasons for this goal, then it will just be a meaningless number. The likelihood of sticking to the initiative will drop. However, if you document that this is important because for every ten active opportunities, two opportunities will become clients during your normal sales cycle, which in turn will increase your sales…this keeps the shine on your initiative.


3. Praise progress and build from there.
As Ken Blanchard states in The One Minute Manager, “Create a great sales environment by catching people doing something right.” Simple rewards can encourage positive activity.


If you reach your goal of keeping ten active opportunities in your pipeline for four weeks, reward yourself. It could be as small as indulging in an extra shot of espresso in your coffee. The key is acknowledgement. For a team member, the reward could be a gift card to a local restaurant. Aim to keep things interesting.


Are you inspired to try something new? There is no time like the present. Figure out a new initiative to implement over the next month or the next quarter. Tap your inner child and feel the excitement that comes with getting a shiny new toy. Use a little extra polish to see that initiative through to the end.


Good luck and great selling!

ETIQUETTE CORNER: 
Nametag Etiquette


It’s that time of year when conventions, tradeshows and networking events are ramping up. These events often come with the expectation that you identify yourself with a nametag. Are you ever unclear about the correct way to do this?


Where you place your nametag, along with what you write on it, will contribute to the overall impression you give to others. Do you haphazardly stick it on anyplace and off you go?


Can you find what’s wrong with the nametag placement in this photo?


Here are three things to remember regarding nametags:

  1.  If you are presented with a sticker, pin-on or clasp nametag, make sure you place it on your right side — NOT your left as in the photo above –approximately four inches below your shoulder. This will ensure that others can see it, especially when shaking hands with you.
  2. Don’t include Ms., Mr., or Mrs. preceding your name. It is acceptable to write a professional title such as Dr. before your name. This is a personal choice depending on if you want others to know you credentials.
  3. If you are handwriting your own nametag, take the time to make it legible. Print your name (no cursive) and make sure you put both your first and last names on the tag. This is much more professional than just writing your first name. If you are at a networking event or trade show with multiple companies, it is appropriate to write your company name below your name on the tag as well.


Besides placing your nametag on your right side, greet those you meet with a firm handshake and a warm smile. Relax, enjoy, and reap the benefits of connecting with others at your upcoming business events!

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The Myth: Cold Calling Is Dead!

January 21, 2021
Recently, there has been quite a bit of chatter on social media and in articles declaring, “Cold calling is dead!” But is it? I think it is more like 99% of salespeople don’t like to do it instead of it being dead. Cold calling could never be dead! Maybe it depends on your definition of a “cold call.” A  colleague I respect from the sales training industry recently said something that I agree with 100%. He stated: “These declarations of death usually come from people who FEAR cold calling, STINK (a different word was used — use your imagination) at cold calling, or both.” Most of us think of a cold call as walking up to the door of a company we have never done business with, approaching the receptionist, and asking the infamous question: “Can you tell me the name of the person in charge of…?” Yes. That is one form of cold calling, but that is not what the majority of us do. A more realistic definition of a cold call is: A call (either on the phone or face-to-face) to someone you have never spoken with before, with a specific objective. For most of us, the objective of the call is to set an appointment to talk further. So a cold call can be a variety of things. It can be a call to: a name on a list, a referral, a new contact within an existing customer, a dormant account, or a prospect in a new territory that you are taking over. It can also be a walk-in to an organization. There is an art to successful cold calling, but there is also a process to it. So here are five tips to refine your cold calling process: 1. Have your list ready . The day before, make sure you have the company names, contact names and phone numbers of those you want to call. Mix it up a bit by making calls to those who have never done business with your company, accounts that are now dormant, and referrals. This way, you can go down your list without procrastinating and you’ll have some variety. 2. Schedule time in your calendar each and every day to do these types of calls. I know you have heard this before! But, I’m not asking you to block out several hours at a time — just for you to schedule fifteen minutes in the morning and fifteen minutes in the afternoon. You should be able to knock out anywhere between ten and fifteen calls in that amount of time. 3. Be specific with your objective for the call and stick to it! This is where scripting can help you. For a cold call, remember, you are doing interruptive marketing . The person you are calling is not waiting for your call. Instead of trying to get into a long dialog, respect their time and ask for an appointment in the future (on the phone or face-to-face) so they can be prepared. Remember: “How is Tuesday at 2:00?” 4. Don’t get discouraged when you get a “No.” At the same time, don’t stop making calls when you get a “Yes.” Remember, we are in the business of getting “No’s.” We have to get the “No” in order to find our “Yes.” It is the law of ratios. Make sure you get your “No” ratio. When you get your “Yes,” don’t stop! You are on a high and sound more positive on the phone, so make a couple more dials and capitalize on that happy mood! 5. Be prepared for the negative responses you will hear. You know the most common negative responses you get when you call. Make a list of those you hear and learn how to turn them around to your benefit. Realize the first response is a “knee-jerk” reaction and not the real reason they will not meet or talk with you. You need to keep going to the second or third negative response to find out the real reason they are saying “No.” In sales, we cannot stay in business without growing the business and cold calling can be a critical part of accomplishing that goal. These tips presented here may help you overcome your FEAR, or at least dial the STINK way down! Use your art as a salesperson, but also put a process to it in order to gain great results. Let’s just pick up the phones! ETIQUETTE CORNER: Putting Your Best “Hello” Forward While we’re on the subject of cold calling, let’s talk about making a good impression by using good phone manners: 1. When making a cold call, do not use speakerphone. This is considered rude. People feel they are on stage, even if there is no one else in the room. (On a regular call, if you want others in the room with you to join the conversation, start by using the handheld and then let the person know you will be placing them on speakerphone.) 2. Always state your name and your company name clearly. This applies even when this is not your first conversation. There is nothing more frustrating than someone calling me and saying: “Hi, Stacia. It’s John.” Remember, you are doing interruptive marketing. In many cases, you won’t have the person’s full attention. Tell them who you are and where you are from, so they can listen to what you are saying versus struggling to figure out who you are. 3. Your voice is your image. When using the phone, 90% of the conversation is your tone and only 10% is the words you say. Voice tone is critical to your success. Sit up or stand up at your desk when you make calls. This brings your diaphragm up and you sound better. Smile and dial. Yes, people can hear your smile. Put a mirror at your desk and look at yourself while you are on the phone. 4. Guard against talking too slowly or too quickly. Try to match the speed of the person you are talking to, otherwise your words might be misinterpreted. 5. Allow the person you are speaking with to hang up before you do. We have all been in the position where we think the conversation is over and we hang up the phone, accidentally cutting off the person mid-sentence. If you make it a habit of hanging up last, the likelihood of that happening goes down. So put your best “Hello” forward by always using good phone etiquette. Your efforts will pay off!