LinkedIn - Social Media

By now, it is with great hope that you are utilizing today's social media tools to connect with both customers and prospects. Be sure your LinkedIn contacts know about the other social media tools you use by including them in the contact information section of your LinkedIn profile. Just a reminder, if you are listing your Facebook, Twitter, Blog, etc. be sure these accounts are kept professional!

LinkedIn - Complete Your Profile

According to LinkedIn, users with complete profiles are 40 times more likely to receive opportunities through LinkedIn.

Wondering what makes your profile complete?

• Your current position
• Two past positions
• Your education
• Your profile summary
• A profile photo
• Your specialities
• At least three recommendations

LinkedIn - Profile Pictures

This week, three to-dos to help spruce up your LinkedIn profile.

Profile Picture

Do people buy from you because you're wild and fun, or because you're a competent sales person who brings expertise to the table?

If you said because you're wild and fun then use the crazy picture taken on your cell phone in a bar.  If people buy from you because you're a competent sales professional, then you should look the part on LinkedIn.

Spend a few buck and get a professional to take a photo of you that you're proud to load on your profile.

Small Business Saturday

We'll be spending this week wrapping up a few projects and getting ready for Thanksgiving. Just a reminder that Small Business Saturday is this weekend. For more information, visit the Small Business Saturday Facebook Page.

I hope everyone has a wonderful Thanksgiving! We'll be back on Monday with some more great sales tips and tricks!

Customer Service 101

I came across this information from "The Best of Inc.com" and wanted to share it with you. Good selling! 

Three Phrases You Should Never Say To a Customer

"That's our policy."
It's a destructive phrase with a primary purpose to shut down a conversation.

"There's nothing I can do."
There's always at least one thing you can do - return the customer's money.

"That's the manufacturer's responsibility."
Your customer doesn't have the relationship with your partners, suppliers or manufacturers. You took their money, so it's your responsibility to fix the problem.

Online To-Do: November 2012

Do you present your fair share of PowerPoint presentations? Have you been doing so on an iPad, with clients following along on theirs? You may want to check out Idea Flight. I read about this program, and with the ability to remotely control up to 30 iPads over the same wireless network this software may just be right for you.  http://www.ideaflight.com/

A Wise Man Once Said...

“It had long since come to my attention that people of accomplishment rarely sat back and let things happen to them. They went out and happened to things.” ― Leonardo da Vinci

Prove Your Worth - Tip 7

Tip 7:  Learn to do a better job of closing
Closing conversations provide insight on customers' definitions of value. Closing helps you understand why customers hesitate to buy. Sometimes, price causes hesitation. When that' the case, ask questions to determine what value the customer seeks. Look for ways to tip the scale in your favor and make the sale.

Prove Your Worth - Tip 6

Tip 5: Offer proof
Proof comes in many forms including testimonials, white papers, case studies and references. It eliminates risk for buyers and shores up claims. You know you're telling the trush. Offer proof, and customers will know it too.

Prove Your Worth - Tip 5

Tip 5:  Eliminate one bad listening habit
More often then we think, we tune customers out when they are speaking because we think we know what they intend to say. Planning a response before customers finish speaking is a bad listening habit. By breaking the habit, you'll learn more in every sales conversation and find news ways to demonstrate value.

Prove Your Worth - Tip 4

Tip 4:  Increase your likeability factor
We all want to buy from people we like, so look for ways to be more likeable. Make eye contact, smile when appropriate. Respect the customer's views.

Relax and enjoy the time you spend with your customer. By increasing your likeability factor, you add value to the sales process, and often the added value is enough to overcome small price differences.