Blueroselady's Weblog

I wish you abundant happiness, health & wealth

Posts Tagged ‘sales

From relationships to connection capital: give relevant & valuable advice

leave a comment »

According to Brother Michael, connection capital is anything that can help you expand your network of connections. Seth Godin refers to connection capital as your ‘tribe’.

How to get the snowball rolling when you don’t even have a pebble of snow?
How to use our network to grow our network when we don’t have a network yet?

Eben Pagan believes that most people spend most of their time worrying about these three areas of life: money, relationship, and health.
Brother Michael concludes that very few people have all there of these areas as they like.

Even the more successful (as deemed by society) than us do struggle with at least one area about which we know more than they do.
Nobody can know everything.
The more successful people are also humans, and humans have problems.

If we can give relevant & valuable advice,
we can be a ‘trusted adviser’ to people whom we want to connect with.
Being a trusted adviser to the successful people is one of the most powerful ways to become successful yourself.

When you give, do not focus your attention on the hope to get something in return.
Give with absolutely zero expectation of getting anything in return.
Do not expect gratitude.
Simply be grateful for the opportunity to help someone.

We do not give advice immediately,
it is no difference from uninvited lecturing / preaching.

Instead, find creative ways to serve people.

We can start by asking these questions:
1. What’ most exciting / interesting for you right now in your life / business?
2. What’s challenging for you in your life / business right now?

In a social event (e.g. cocktail party, dinner party), ask about their life.
In a business event (e.g. conference, networking event. talk, symposium), ask about their business.

Tips: Be extremely tactful in bringing up some topics (e.g. weight) up.

Below are areas where we can often give valuable advice to (and therefore greatly serve) people who are more powerful and successful (according to societal standard) than we are:
# food, weight, & nutrition
# health & exercises
# purpose & meaning
# hobbies & causes e.g. photography, education, meditation, philosophy, massage, travel (Yes, I have been to numerous places worldwide!)
# relationships. Brother Michael have met many notable businessman and businesswomen who are so control freaks that they are worried of the vulnerability involved in opening their heart. That’s why it’s called ‘falling’ in love for a reason, grinned.
# marketing & sales
# domain expertise

Read more:
# The Education of Millionaires by Michael Ellsberg.
With the inflated cost of formal education, I must develop real-world skills highlighted in this informal book for myself and my own children.

Written by blueroselady

October 1, 2013 at 9:28 am

How to sell? How not to accept NO for an answer?

leave a comment »

Firstly, what to sell?
The best things to sell are those that I want to buy, products / services that I believe in.
There are things that are useful but not worthy.
For example, while I find insurance is useful, insurance agents tend to sell insurance products that can earn them high commission but provide lower values for the customers for a given cost. There are other insurance products that can provide better coverage, at the same cost, but insurance agents will not sell them because they cannot earn a living from selling them.
Therefore, at this moment, I am not going to consider to be an insurance salesperson, though admitting that they are among those salespeople with the great perseverance (sometimes annoying irritation) and excellent selling skills whom I have ever encountered.

What do customers want?
Arouse desire / want for gain
Arouse fear of loss
Express honest appreciation, praise to make others feel important (it will better to praise the non-obvious things)

Use YOU in my words, sentences.
Be a great listener, do not talk too much. Letthe advice of Benjamin Franklin, “speak not but what may benefits others, avoid trifling / trivial / petty conversation
Smile. The secret to a genuine smile is to think of many things that I am grateful of.
To gain confidence of customers, use witnesses / testimonials / existing clients. Learn from how lawyers operate.

SALES SPEECH
Write out my sales speech, word for word.
Read it for multiple times.
Rehearse

When customers say “I cannot afford it”, it means he really wants it.
I have to show him how to pay, speaking in their interest.

In the face of objections, ask questions
Why?
Why not?
What else?
Do not argue

see Bettger50_Frank_selling

Related:
What are people emotionally hungry for?

How to play the game of life?
Thick face, black heart
Why must we close the deal fast?

How to say No?

Written by blueroselady

October 20, 2012 at 3:08 pm

Why must we close the deal fast?

with one comment

The most important important of conducting warfare is aiming for a swift victory and avoiding a prolonged campaign.

The faster Blueroselady can close deals, the more valuable she will appear to her employer.

How to close the deal?
1. know our products
2. know our customer
3. does our product fit the customer’s needs?
4. ask for the business by simply asking for it, ask potential buyers if they are ready to make an offer
5. solve the customer’s problems

Even if you are not a salesperson, your job requires you to close deals, whether it is getting someone to return your phone calls, following through on projects you are developing, closing the loop on an outstanding request.

Indeed, my most challenging part of my job is to get my boss to approve my submission of projects (which I contribute a large portion of efforts). He has the habit of delaying, and my colleagues have also complained about the same situation. I accept his working style and strive not to be like him. I tried to speed up him before but it seems to result in his anger. Moreover, I have plan B and C in minds.

Besides business and works, closing deal fast is also important in life.
For example, relationship.
Why the man does not want to marry (close the deal) with the woman, or vice versa?
He or she …
1. might have been hurt in the past
2. could feel that the relationship is perfect the way it is
3. might not believe in marriage — at least not in marriage with the current partner
4. might not be ready

Talk things through, and if you realize there is no hope in closing the deal, move on!
Do not waste your youth and your right to be loved.

When you are occupied with the deals that you have no hope of closing, you prevent yourself from seeing other opportunities.
e.g. better job, better partner, better life.
You deserve the best.
The best thing for you may not be the best thing for her, him, or me.
But, you deserve the best.

More: The art of war for Women

Written by blueroselady

September 27, 2012 at 3:35 pm

How to increase our income?

leave a comment »

Income = value x time x scalability

Indeed, in September 2012, I learned from an Australian mentor with numerous patents (KS) that scalability and low cost enable easy commercialization.

How much are you worth currently?
Your hourly current value = monthly income / hours worked per month

To create more value to our company and our clients, we must keep upgrading our knowledge, skills, intellectual capital.

We must constantly install new software into our mind in order to be able to create more value.

It is not one’s age, experience, or academic qualifications, but how much value one can create for his company / clients that matters and translates into different levels of income.

It is about "WHAT CAN YOU DO?"

Let us compare 2 insurance advisers.

Insurance adviser A, age 33, monthly income $3,000.
Waits for leads.
Follows up on leads.
Give adequate presentation on products / services

Closes the sale.
Never follows up with the client thereafter.
Closes monthly premium of $7,000.

Insurance adviser B, age 33, monthly income $20,000
Sets specific monthly sales target.
Actively generates leads from all source.

Creates partnership with other companies.
Ensures a minimum of 2 appointments for consultations / day.
Gives seminars on financial planning.
Writes and publishes a book on financial planning.
Does a a detailed needs and outcome analysis for potential clients.

Presents a highly beneficial and value-added plan for the client.
Helps the clients save money and identify important needs client may have overlooked (i.e. corporate insurance, estate planning, asset protection).
Follows up every 3 months to ensure client’s emotional and financial needs are met.
Sends a quarterly e-newsletter to his customers packed with tips on money management and investments.
Able to generate even more referrals from powerful services.
Helps recruit and train more sales people for the company.

Closes monthly premium of $50,000.

Now, let us compare 2 teachers.

Teacher A, age 42, monthly income $4,000
Has worked for 12 years.
Teaches the curriculum.
Gives and marks homework.
Gives tests and mark papers.

Fulfills minimum extra curricular duties.

Teacher B, age 34, monthly income $9,800
Has worked for 4 years.
Teaches the curriculum.
Able to motivate and inspire even the weakest and most unmotivated students.

Innovates / develops new curriculum / teaching methods.
Writes systems of best practices.
Trains new teachers.
Produces innovative marketing ideas to enroll more students.
Develops strong rapport with parents and provides additional family counseling.

Innovates ideas to increase department productivity, reduce expenses.
Has written 6 textbooks, assessment books that are sold locally and over the internet.
Uses accelerated teaching methods to boost grades.
Conducts seminars / workshops on weekends for parents on how to motivate their children.

Conducts seminars for students on exam skills.
Consultant to private tuition centers.

Things to increase in order to increase income:
1. leads
2. conversion rate
3. repeat business
4. average dollar purchase
5. net profit margin

In more details …

LEADS
learn how to create more effective advertisements (stronger headlines, more persuasive copy, i.e. text)
TV, radio, newspaper advertising
industry newsletter advertising
internet / email advertising
magazine advertising
outdoor advertising
flyers
promotion / sale
ask for referrals
member get member scheme
offer free gift
insert into other company’s invoice
letterbox flyers
sales teams
telemarketing / make more cold calls
buying / swapping database
seminars, events, roadshows
attractive window display / video
posters, large signage

CONVERSION RATE
define our unique selling proposition
set sales target
excellent customer service
introduce myself
survey our past customers
sell key benefits (not features) passionately
high quality in store posters / brochures
in-store sales scripts
be a consultant / problem solver
give a money back guarantee
benefits, testimonials list
give free bonuses that increase value
great prospects and use their name
learn closing techniques
ask for the sale more than once
personal grooming, high dress standards
video in store displays
leave price to last
study and prepare for objections
specialized knowledge about our products and industry
focus on client’s needs and emphasize benefits
convenient payment scheme (credit cards, nets)
offer installment schemes with 0 interest
allow mail order / home delivery
address concerns / possible objections upfront
sell on value not price
use NLP to build strong rapport with clients
follow up with prospects regularly
improve our presentation skills

REPEAT BUSINESS
direct mail offers of the months
keep in touch every 3 months
inform clients of our entire range of services
target likely repeat customers
send special occassion cards
make customers feel special (super experience)
build a close relationship / friendship
create a loyalty program
exceed customers expectations
discount voucher off the next purchase

AVERAGE DOLLAR PURCHASE
focus on a higher income target market
use a shopping list
sell add-ons/up sizes
make sure our client knows our full range of services
suggest most expensive first
create value packages / bundle several products in a package
buy 3 get 1 free deals
ask people to buy some more
increase prices by 10%
arrange easy finance and payment
free gift / lucky draw with $xx purchase
ask customers to buy more (e.g. McDonalds, do you want to have a combo meal? do you want to upsize? do you want to have a dessert? do you want toy?)
up sell
cross sell
do a complete needs-analysis to find out how we can add even more value to customers

NET PROFIT MARGINS
increase prices
sell on value / service than price / discounts
set monthly budget targets
track costs weekly and aim to reduce by 10%
stop running ads that do not work
sell more higher margin items / sell higher margin products 1st
source for cheaper suppliers which are just as good
bargain hard with existing suppliers
increase working efficiency

Written by blueroselady

September 24, 2012 at 3:37 pm

Part-time endeavors of an entrepreneurial scientist

with one comment

What can I do?
(1) stock investor / fund manager: lots of research, applications of strategies, and of course lots of $ to spend and to earn. Our passion of researching to bring our the best will surely drive us.
(2) sales of insurance / property. It will help me to grow to be more friendly and kind.
(3) rent property: the 1st challenge now is to get a property. Have been homeless for more than a decade, I long for a house of my own. Even if God brings me to see the world and contribute worldwide, I still can rent my property, a passive income to pay for the lifelong mortgage.
(4) photographer: i. wedding ii. family / children baby.

Thanks a lot to my PhD (People Have Dreams) education, I become more desperate and hungry to be entrepreneurial and successful.
Of course , whatever we have and achieve are the blessings by God.

Written by blueroselady

July 1, 2012 at 3:12 am

Our common goals in personal development

leave a comment »

I want to:
• overcome fear in public speaking / presentation
• learn to reduce procrastination
• learn to be more motivated (especially for T2)
• increase sales
• learn to be more confident
• remove limiting belief
• improve communication skills with my boss/peers/clients/spouse/children

Do you also want similar things?
Please bookmark my blog and please be generous in giving comments so that we can learn together.

Thank you CC.
I will remember you for your kind text messsage reply, surviving cancer, and NLP.

Written by blueroselady

June 18, 2012 at 9:20 am

Pondering on career / profession

with one comment

ACCOUNTANT
Pro: travel the world, an auditor whom I know has been to Ho Chi Minh, Jakarta, Santiago (Chile) via LA & Japan, Costa Rica via New York City.

ACADEMICS
Pro:
teach the next generations
respect (Blueroselady thinks that respect is not that important to her)
passion (if you like doing research)
freedom during university vacation
travel for overseas conference / collaboration (if you have $ / fundings)
Con:
must rely on funding
because you are short of funding, you need to keep on publish to get the next round of funding, hence you have to work during university vacation
Notes:
must strive for tenure
Alternatives:
there are many other approaches to disseminate knowledge and wisdom if teaching and sharing is your passion, e.g. post your lectures on youtube

DOCTOR / PHYSICIAN
In summer 2011, I went for a health check. Alas, my carelessness caused me to be X-ray-ed twice as I forgot to remove my necklace. However, the beautiful and lovely doctor made my day, I was happy to appreciate such beautiful creation of God. She also put up a large hair accessory on her shoulder length hair. Sometimes I wonder if I were her, I would be happy doing regular health check not for healing purpose, it can be less stressful but pretty mundane.
Pro:
save lives (You are an angel!)
high income
Con:
very long school before you can be a doctor, another very long school before you can be a specialist; but if your training is short and superficial, can you really save lives?

ENTREPRENEUR
risk takers
be your own boss!

HEADHUNTERS
I think I can be a good headhunter, I am talented in identifying others’ strength and kindness.

LAWYER
boring legal terms
higher level of English
A lawyer friend of mine shared that she learned how to present during her law training. presentation is a part of COMMUNICATION skills.

PHOTOGRAPHER
Inspiration:
Love beautiful pictures
Pro:
Shooting photos can be very fun
Opportunities to travel
Always scout for that MOMENT
help others to create beautiful and happy MEMORIES if you are wedding photographers
Con:
A man’s apple is another’s poison: not everyone will like your photos; you may have to adjust your shooting style to your clients’ requirement unless you are a top photographer
Honestly, I found that photo edits very time consuming (though there are ample rooms for creativity), especially if those photos that you do not particularly like but because it is your work, you have to edit

MODEL
Pro:
opportunities to travel
opportunities that your photos last longer than your life
Con:
hair and skin are subject to constant chemicals and cosmetics bombardments
must strike whatever pose your boss ask, must wear or wear nothing – whatever you have to wear

SALES
How to keep on smiling?
How to keep on smiling and being friendly even to those who are harsh and rude?
Pro:
high income if you are hardworking and lucky with customers

Written by blueroselady

August 20, 2011 at 9:59 am