6 Tips to Overcome the Fear of Sales Rejection

May 28, 2015

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The time has come. You’re staring at your office phone knowing what you have to do. You start thinking of any and all of the “more important” things you should do first: maybe you should clean out your inbox or you haven’t organized your top drawer in who knows how long. What you should really be doing is making prospective sales calls. But it’s hard. It’s scary. You’re afraid of rejection. Here are 6 tips to overcome the fear of sales rejection.

  1. Be prepared. Cold calling a customer can be scary, but it can be even scarier to freeze up on the phone and not know what to say. Avoid this by preparing your materials ahead of time. Gather up offers and really know what you’re selling. This will give you confidence that you know your stuff.
  2. Have goals. This goes for long and short term sales goals. Think about why you want to reach these goals and use that motivation to pick up the phone. If you’re working towards something bigger, you’ll stay more focused on the task.
  3. It’s not you, it’s me. In most situations, this is actually the case. Maybe you caught the customer on their busiest day of the week, or the person you called doesn’t have the authority to make decisions. Whatever the real reason, don’t take rejection personally. Many people will say no, but you’re working towards that one yes.
  4. Plan. Dedicate a specific time every day to make sales calls. Once you get into a routine, it won’t be so scary and daunting. You know that right before lunch you make a few calls, or at 3pm every day. This will put sales calls onto your calendar and force you to practice and become more comfortable.
  5. No doesn’t mean never. Just because you get a rejection now, doesn’t mean that person will never be a customer. Try to find out why they’re really saying no, and remember that for next time. Try to have a conversation and keep your notes. This will help build a relationship the next time you call.
  6. What’s the worst that can happen? Think about it. The worst that happen is they’ll say no. That’s it. You’re not getting fired, you’re still breathing, and the world is still turning. All you have to do is call up the next one on your list. It’s that simple.

It can be really hard to overcome the fear of rejection. But remember, you’re going to be rejected. That’s inevitable. The real success is brushing it off and moving forward. If you don’t ask, no one will ever say yes.

How do you deal with rejection?


Bring a Friend…or 5!

April 2, 2015

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You appreciate your clients. You even host interesting client events to show your appreciation. This is all well and good, but you can do more. What if your clients brought prospects to your events? Then you could show your current clients you care, while gaining business with their friends and family. Now the question isn’t why, but how. Here are some ways to open up your events to potential clients.

  • Invitations are key. When inviting current clients to your event, be excited! If they think the event will be fun, they will be more likely to bring more people. Also specify who (if anyone specific) you want them to bring. If there is no one in particular, invite them to bring someone from work or a golf buddy.
  • Ask around. Ask your clients (or survey them! Check out our last few blog posts about surveys!) to see what kind of event they would be interested in. See if they would be willing to bring a friend to the event and where and what the event should be. If your clients feel like their opinions are valued in planning, they will be more likely to come.
  • Don’t be afraid to check in! Call your clients back after the initial invitation to confirm their attendance. Make sure you find out if their prospect can make it. If your client needs time to ask their guest if they can come, that’s fine! Just make sure you specify when you will call again to finalize the guest list.
  • Be ready. Make sure you’re prepared for the prospects that come to your event! Don’t waste this valuable opportunity to connect. Get business cards or email addresses so you can follow up after the event. This makes you stand out and have a better chance of turning this prospect into a client.

Whether you go golfing, have a picnic, or host a wine tasting, you want your clients to be involved. Make them work for you a little and bring a friend… or 5!

 

How do you get your clients to bring potential prospects to events?


5 Ways to Fix Your Marketing

March 19, 2015

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You look at the facts and you realize your marketing isn’t working. But what can you do to improve? Lucky for you, we have just the answer. Here are 5 ways to fix your marketing:

  1. Just ask. If you look at Three Point Marketing’s last several blogs, we talk about surveys and how to use them. So do it! Ask your customers what they want and you may be surprised what you can learn.
  2. Get responses. Creating marketing materials is a great start, but if you aren’t getting responses it may be time to change it up. Try something new to elicit more responses!
  3. Know your stuff. Can you concisely say what your business does? Make sure you have a solid elevator pitch (check out our blog about elevator speeches for ideas! https://threepointmarketing.wordpress.com/2014/06/12/thirty-seconds-to-success-how-to-perfect-your-elevator-pitch-with-5-easy-tips/) You have to be able to sell yourself quickly and differentiate yourself from the competition.
  4. Figure out your target. Are you marketing to the right audience? Do some research about your target market to make sure you are doing all that you can to reach them.
  5. Don’t be afraid to copy. There are some great marketing ideas out there. You don’t have to come up with something brand new! Check out the internet or even your competition to see what works for them. Then adjust to match your needs and goals.

If your current marketing efforts aren’t working, don’t get discouraged! There are plenty of ways to improve your marketing and improve your business.

 

How can you improve your marketing?


5 Reasons to Say Cheese

January 22, 2015

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 You know the saying “A picture is worth a thousand words,” but your brain ignores the cliché when you’re thinking about your business. Lucky for you, we’re here to tell you how to utilize pictures in your marketing and make them speak volumes. Here are 5 reasons to incorporate pictures into your online and traditional marketing:

  1. Posts with photos get 94% more views. NINETY-FOUR PERCENT. That is reason alone to include images with your social media and blog entries. There are tons of pictures available on the internet  to choose from. Just make sure you pick something relative; you don’t want to confuse your readers with non-sensical pictures.
  2. It gets the media interested. Stories or events with pictures are way more likely to be covered in local papers and online newspaper sites. Make sure you keep a camera on hand at your next volunteer event or awards dinner to snap a few shots.
  3. They’ll help drum up new business. 60% of clients are more likely contact a business when they find a picture in their local search results. Take pictures of your office, your staff, and your building. Getting a preview of the environment will encourage clients to approach you.
  4. You can boost your presentations. Presentations with images are more effective at getting your audience to take action. Including (well thought out) pictures in proposals will help you get your clients motivated.
  5. It’ll capture their attention. Pictures are much more likely to capture someone’s attention. This is exactly what you want your marketing materials to do. Mailers get thrown away constantly, but what if a great picture caught a client’s eye? Instead of being put immediately in the trash, your mailer gets the attention it deserves.

There are countless other reasons why pictures are important for your business. Make sure you website, social media, flyer, mailers, and anything else you can think of has appropriate pictures to add to your brand. You know what they say, “a picture IS worth a thousand words.”

How do you utilize pictures in your business?


Don’t make the first impression your worst impression!

December 11, 2014

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You’ve heard the saying “there’s no second chance to make a first impression”, and they’re right. A client’s first impression of you and your business is extremely important. But how do you make a good first impression? Here are 5 ways to avoid making your first impression your worst impression:

  1. Your real first impression isn’t in person.  If you’re meeting a client face-to-face, there’s a good chance they did some research. Their first impression of you came from your website or social media sites. It’s critical that you keep your online presence updated and accurate so clients feel confident about you before you even get a chance to say hello.
  2. Do your homework. Before you meet face-to-face with a client, make sure to look at their company website and personal social media. You can be sure your client looked you up, and you want to do the same. Having some basic information about the company and personal interests shows that you know your stuff.
  3. Look the part. Appearance is everything. Well not everything, but it’s definitely important. Looking put together leaves a better first impression. Not only will the client take you more seriously, you’ll feel more confident about yourself.
  4. Have a plan. Before your meeting, set some goals for yourself. Not just business goals, but social goals as well. Make an agenda for the meeting so you know where to focus your time. You’ll feel more prepared and less nervous if you know what you’re going to say.
  5. Be yourself. No one wants to have a meeting with a robot (unless it was an actual robot, that would be pretty cool.) Don’t get strait to business, make a connection. Don’t wait too long to start the meeting, but take the first 30 seconds to a minute to say hello, shake hands, and small talk before getting into it. This establishes trust, which is definitely a plus in a business relationship.

Follow these steps, and you’ll be sure to make your first impression a great one.

How do you make a good first impression?


5 ways to prospect like a pro

November 13, 2014

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Every time you look for potential business or new customers, you are prospecting for your business. While you may not find gold, you just might find some great clients if you play your cards right. Here are some tips for making your prospecting as successful as possible.

  1. Digital interaction. Connect with a potential client on LinkedIn. Retweet something they posted on Twitter. Comment on their LinkedIn articles. These small interactions will get you on a customer’s radar and build a relationship before you even talk to them.
  2. Make a plan. Thinking out your prospecting will make it much easier to keep yourself organized. Schedule time every day to investigate new clients and do research. Taking it in smaller doses can make prospecting less daunting.
  3. Stick to what you know. Focus your efforts on what you do best. If you are really experienced in email marketing, use that to your advantage! Just make sure you don’t get stuck. Make sure you try new ways of prospecting, too. You never know what might work.
  4. Think about your words. No matter how many people you call or emails you send, if you aren’t using the right language you’ll never make connections. Really focus on the words you choose, you might only have a few seconds to get someone’s attention.
  5. Remember it takes time. Sometimes you meet the right person at the right time, but most cold calls don’t end in an appointment. Build up relationships a little at a time to create trust with potential clients. Customers want to work with people they know, so keep in touch to remain in contact with prospects.

Prospecting isn’t always easy. It takes time and practice, just like everything else! If you focus your efforts and take time to plan, you can make the most of your prospecting and have the greatest success.

What are some ways you prospect?


Let’s keep in touch…but how?

August 7, 2014

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As you should already know, networking is extremely important for anyone in any business. Making connections with potential clients is vital for growth. But after you meet someone new, how do you stay in their thoughts for the next time they need a lawyer or a new car or an accountant? Here are some ways to keep connected with people you just met, and how to make an impression.

  • Immediate follow up. Sending an email to someone you just met can be a good way to solidify the connection. After you exchange business cards, you should have his/her information and be able to contact him/her that day. Suggest they join your email list or check out your blog.
  • Offer something valuable. Write a weekly blog with interesting tips or send out a monthly newsletter to remind people you’re still around. Seeing your company name every month will make them familiar with your business, and offering value with your outreach will form trust.
  • Don’t be afraid to get personal. Keep a list of people you meet and try to remember details about them. It doesn’t have to be much, but it can be helpful when sending a follow up email to ask how their daughter is doing in school or how their new deck is coming along. This makes people feel like you and your business care.

There are plenty of ways to keep in touch with new connections. Whether you contact people by mail, email, or even social media remember to always be the first in their minds.

 

What are some ways you keep in touch with clients?


An oldie but a goodie

July 24, 2014

In the age of social media and cell phones, we sometimes forget that there recordwere ways of communicating without pressing “send”. Back in the day, snail mail was the only way to reach business; but that doesn’t mean you can’t use it today. Traditional marketing is still useful and can be very effective, if done correctly. Here are some ways to make your traditional marketing relevant.

  1. Don’t bombard your clients. Sending out information everyday is unnecessary and costly. Make sure you are only sending out useful mailings that mean something. Too many boring letters and you’re sure to be ignored.
  2. Everyone is different. Make your clients feel special by using triggered mailings. Personalize your letters by automatically sending a birthday announcement to someone a week before their birthday. Try changing your message to suit your audience.
  3. Don’t be afraid to ask for help. It can be hard to think of new techniques to keep current customers involved and new customers interested. Sometimes all you need are fresh eyes to see what you’re missing.
  4. Balance is key. While traditional marking is a great way to promote business, make sure you aren’t ignoring the new developments of the future. Be active on social media, while also sending flyers out by mail. This way you hit every target.
  5. Try new things. Change up your current techniques, even if it’s only for a month or two. Try something different and it could pay off in the long run. Playing it safe in marketing won’t cut it.

How do you use traditional marketing in your business?


Email Marketing – How to keep your emails from being ignored

July 1, 2014

email marketingEmail marketing is a great way to get your company out there. Directly connecting with potential business lets people know you exist and what you can offer them – that is as long as they read the email. Sending emails is one thing, but getting your customers to open and read those emails can be more of a challenge. Here are some tips for successful email marketing:

  • Keep it personal – People don’t want to feel like they are just another name on a list. Craft your emails so customers feel as though the email is only for them. Pretend that you are only sending the email to one person, people respond to individual attention!
  • Trust is important – The point of email marketing is eventually to sell your product or service, but make sure you don’t trick people into signing up or purchasing something they don’t want. Be upfront about how many emails you will send when people subscribe, and what the content will be. Customers will appreciate the honesty!
  • Grab their attention – The subject line of your email is the first impression you get to make, so make it count! Use words that are  powerful and evoke emotion, but keep it simple! You want enough to make them curious, not bored!
  • Short and sweet – Making your emails too long cause people to skip right over them. Your readers are busy, so make your emails easy to read and strait to the point. Make important lines bigger or bold, in case your readers are only skimming the text!
  • Repetition is key – Include important links multiple times to increase exposure. People will be more likely to click to your website if there are more opportunities!
  • Make it meaningful – Don’t send emails for the sake of sending emails! Only send emails when you have something important or meaningful to say. Customers don’t want to read useless information and will start to ignore emails you send in the future!

Email marketing is a convenient way to keep your customers updated and involved in your business. Focus on your business and your message, people will respond when they know you’re passionate and honest about your product!

How do you use email marketing in your business?


Social glue: It holds your business together

May 29, 2014

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We’ve told you before, but we’ll say it again: Relationships matter! Many of us think professionalism means keeping our personal and social feelings aside, but that is becoming a practice of the past.

Clients (and prospective clients) will often meet plenty of professionals who they know are good at what they do. But they won’t use all of them; when it comes down to it, people choose someone they simply like. Our personal relationships bind together our business relationships like social glue.

From the social perspective — your current personal relationships are good for earning new business connections.

  • Friends and family already trust you, so they will use you when they need the services you provide
  • These same people are also going to refer their friends and familyto your business

From the business perspective — developing current business in a social aspect is good for retaining and building your network.

  • Referrals increase exponentially through professional introductions
  • Clients will return if they didn’t dread working with you before
  • They also come to you for even more services when you’ve earned their trust you

Not everyone you know personally will always come to you for business, and not all clients will become your new best friend right away. These changes will happen over time one client, one friend at a time. But that doesn’t mean you shouldn’t get started now!

How do you make friends and clients part of your social glue?

Three Point Marketing offers marketing support for professional service providers such as financial planners, attorneys, and accountants.