Yesterday I went to my “BDB Meeting”– (Boys Doing Business.) Although we all travel extensively, this “Mastermind Group” meets weekly over coffee for 2 -3 hours to share ideas about how to grow our businesses. Each member brings unique talents and perspectives to the group, and a strong bond exists between us. As a professional speaker and sales trainer, I constantly look for new ways to market and sell my services. All of us in BDB work in the professional speaking business, although our areas of expertise differ greatly. One member of our group is named John Crudele.

John works includes speaking to youth and corporate clients as a motivational speaker and brings twenty five years of experience to the table. Over four thousand audiences…two MILLION people have had the privilege to hear John share powerful messages of pain, hope and the ability to effect change in one’s life and business. While John makes an impact as a corporate speaker, his career started primarily speaking to youth, and he remains passionate about helping young people.

Yesterday he shared two of the thousands of letters he has received over the years from kids that were hurting and found hope in his messages. Of course, he did not disclose the names of these young adults, but you could tell that this was the fuel that drives John…his passion, purpose, and core meaning for his business.

No matter what you sell, you must be passionate about your offering to maximize your potential and reach your goals. Regardless of your product or service your prospects and clients sense your passion and commitment to them and the problems you help them solve. All of us want to sell “the best” but often the best becomes defined by the quality of service that we offer and our concern for always keeping the customers’ needs first. If we sell on purpose, our clients love to provide us with referred leads as well.

Do you take and show the pride in your company, your products, and your services? Share how you have won sales as a result of your commitment to excellence and your passion for serving your customers and clients. How do you demonstrate your passion? Do you really sell “on purpose?”

Thanks for sharing, John. No wonder you are in such demand.

Good selling!

Technorati Tags: professional speaker, sales trainer, professional speaking business, John Crudele, motivational speaker, corporate speaker, goals, sell on purpose, referred leads

Last night my wife and I went the Chanhassen Dinner Theater in Chanhassen, Minnesota to see a play called “Male Intellect: An Oxymoron.” This one-man comedy starred a friend named Stevie Ray. Stevie is a very successful businessman. Executive Director of “Stevie Ray’s Improv Company,” columnist for the “Minneapolis Business Journal,” author, nationally known speaker and corporate trainer; this is a busy guy! Stevie is also in demand as an MC, having hosted the Miss Minnesota Pageant, and a long list of other civic and charitable events. In addition to being an outrageously funny, talented artist and businessman, Stevie is a wonderfully giving person.

Do NOT miss the fact that he is a businessman. As a sales trainer and speaker, he did something at the close of last night’s show that reminded me why he has been so successful in so many businesses…he asked for referrals!

After he took his bow, they brought the lights back up and Stevie stepped back on the stage. He thanked his audience for coming (another great sales principle; say “thank you” to your customers!) This play is a bit of a departure for “The Chan” and Stevie joked that he loved the great crowds the play has drawn, as it is depressing to do a live show to two or three people! Then he asked us, if we liked the show, to tell a few of our friends about it. “Send them an email” he suggested lightheartedly, all the while doing so with his ever-present wit and energy.

Great salespeople don’t just make sales; they grow their businesses by developing and broadening their “circle of friends” and creatively asking for the customer referral. So, you get your wish, Stevie. I am sending this to some of my closest friends in sales. Whether or not you have the good fortune to see this really fun production, Stevie gives you a gift – a reminder to ask for the referral! (By the way, if you like this Blog, pass the link along to your friends in sales and sales management. I love referrals, too!)

Good selling!

Technorati Tags: Minneapolis Business Journal, speaker, sales trainer, speaker, customer referral, sales, sales management

Many firms use surveys as a way to gauge different aspects of their business. It makes sense for salespeople to survey customers as well, even if their company already has a survey process. The first objective of corporate surveying is to improve the company. Smart firms know that helping their salespeople will ultimately help the company, but there may be some information that YOU want to know that isn’t being covered in the corporate survey.

Here are some examples of questions that will help you grow your business:

• “Do you feel I listened to YOU to determine the solution to best fit your needs?” Sometimes we spend too much time talking, and not enough time listening. Jaime Calva, a master salesman with TSC, a company in the corporate retirement plan business, says, “Telling isn’t selling!” Jaime has been selling for over 50 years! Enough said.
• “If a family member, friend, or business associate asked you about [Your Services] and wanted to know who you used, would you mention my name to them?” If they say “Yes,” call them and thank them, and then tell them to whom you wish to be referred!
• “May I use your comments with people / companies that I call upon?” Testimonials sell! And how beneficial will it be to be able to tell prospects that a large number of your clients…and use the number…are willing to refer you!
• “What could I do to serve you better?” Sometimes you will get answers that might surprise you; in fact you might find out problems you didn’t know you had!

Another reason to survey your clients is to find out their hobbies and interests. If you find out you have a large number of clients that have the similar interests, you can send them articles or information on those topics. This becomes an additional way to develop deeper relationships with your clients and prospects. It shows that you CARE about their business and about THEM.

To get the maximum feedback from as many clients as possible, build in an incentive if they complete the survey. For example, give away a gift certificate or a choice from several types of gift cards. Consider offering discounts on a particular type of product or service from your company; you can do that at cost! Also, this is a great way to allow customers to sample new items, or experience a new service that could lead to future sales.

This may sound a little cumbersome. To make customer surveys easy, take a look at a company called SurveyMonkey. This firm offers internet-based survey tools at a nominal cost. A basic subscription is FREE, and a professional subscription is about $20/month, and includes up to 1000 responses per month. SurveyMonkey is easy to set up and effective.

A little effort in developing a meaningful survey will tell you a great deal about the people that are your business…your customers! This knowledge will help you grow your business and provide better customer service, and your customers will tell you how to do it.

Good selling!

Technorati Tags: salespeople, customer service

In my role as a professional speaker, I am always looking for ways to bring value to those companies that hire me. Whether the topic is motivational, training, a keynote, or about sales coaching, I want to leave a lasting impression on the audience. My goal is to make a difference by helping people make measurable improvement by taking action. Some clients understand this better than others…and in fact I learn a lot from them!

Next month I will deliver a popular keynote presentation titled “Tradition” for a financial advisor that is hosting a high-end dinner for his very best clients. I called him today to check on the details of the evening, and just hearing about it motivated ME!This dinner will include fine wine, china settings, and a gourmet meal. This is an annual event that has resulted in a high level of client loyalty, to say nothing of the fact that the majority of his business comes from referrals from this group.

The presentation I will deliver speaks to the impact of tradition on our culture, relationships, and business practices. This advisor “gets it” and has built the theme of his event around the concept of tradition. The five-star formal dinner will be served on the finest china, set on white linen tablecloths. His guests will receive a gift of wine glasses engraved with the word “Tradition.” They will leave with a bottle of wine he has private-labeled with his company logo, and the name of the wine is…you guessed it…TRADITION!”

No detail is left to chance, and everything is coordinated with the chosen theme. His opening comments will focus on the tradition of service and exceeding customer expectations that he has built into his company for over 20 years, and will lead into my keynote address. This financial advisor is a PRO at customer relationship development!

If you host client appreciation events, do it first-class! Build in a theme, and show them by your meticulous planning and attention to detail that you really do APPRECIATE them and their business. Be memorable, and remember…it is hard to fire your friends!

Good selling!