Thu, 24 September 2015
Sales Do You Love or Hate it Episode 87#
You don’t know how many people I run into that say they hate sales they even hate the word sales im talking business owners, Go figure I’ll guarantee their lack of shows that remark. Sales weather you love or hate it you’ll take the money, so you might as well learn to embrace it because those who don’t understand the process like Zig said a long time ago “timid sales people have skinny kids.” You will have a whole lot less of the money and rewards than the guy who embraces the profession of sales and the way it stimulates his economy. The truly good sales person is always in control of their economy. Just people don’t like to be sold they love to buy..
Make them buy you The interesting thing about sales is whether you like sales or dislike sales everybody participates in one way or another. If you have a good job you sell your boss on whether you are a value to the company and if you are then you stay if you not a valuable employee you are let go and you start the process of selling yourself to another boss so you can prove yourself or not all over again. It’s like being on the hamster wheel. It would be best if you looked at sales and selling in a positive way and realize everything in life and business is revolved around sales.
If you are not convince then take a hard look at your kids when they want something and they have their mind set on getting something they just don't give up, never ever I don't care how many times you say no. And if you knew my eldest daughter at true sales person, when she was a teen she really figured how to work the crowd, yes me and my wife. Let me explain one day I conceded to go shopping with the girls my least favorite thing to do but this particular day I went. My daughter came out of the dressing room with this pretty dress she wanted and asked if I would pay for only half the dress, I thought I was getting off the hook for the whole thing so I said absolutely . Later to find out from my wife that she was asked the same question in the dressing room would she pay for half the dress her response was the same absolutely ,her thought process was the same as mine I don't have to pay for the whole thing once we realized that we had been sold on buying the whole thing all we could do was laugh it was a great lesson for everyone, my daughter figured out how to break down the process so that it was eatable for everyone involved I felt like I didn't have to eat the whole elephant even though I did. I tried to get her to go to law school after that. I've been in meetings where we've talked about sales and the business owner says that he hated the thought of even selling, wonder why he's struggling? I really think there are many business owner and some new to the selling world who struggle with sales because they look at the persistence of their kids and look at how they we nagged and were annoyed to giving in. Or past sales situations they were in where they were in a situation of a hard sell or getting buyer’s remorse.
The sale process is not about getting what you want until your client or prospect gets what they want or need. I realized a while back after I got over the, I’m not the sales person type, that people like to buy and not be sold. It changed my whole thought process on the way I viewed sales. I've read many great sales books and tried to remember all the lead in and trial closes. I came to realize that if I liked myself and my product was one that could benefit the potential customer I didn't have to sell it .I just had to figure a way to for them to buy it. Honestly if people truly like to buy wouldn’t it be easier to help them to buy your product or service then to try to sell it to them and try to remember those trial closes and how to hold the proposal when to give them the pen?
I think learning is a wonderful thing and I'm a reader always trying to be better at what I do. Do you really want to be the best sales person, you need to be your best you need to get better at being the real you and to sell according to you own personality . Don't try to be or emulate someone else personality, yes there is even a sales tactic for that also. Be yourself if you have been trying to be some else for a for so long you've lost your identity STOP IT.
The most successful sales people I know have taken time to know about their product how it works what the benefits are, how to convey it to the potential client so they have a simple grasp of what they want to buy. But the most important thing they have learned is how to create rapport with the potential client, I mean they have learned how to create instant rapport.
I know this one salesman that works for a friend of mine who has mastered the art of building rapport with the customer so much so that, He makes mid 6 figure income from selling residential roofing. It is a real joy to watch a master at work. I don't think he came out of the womb a natural, he took the time to learn about people how they lived, why they buy and what drives them. I'm sure he like all of us weather he follows a system or has a routine that gets him from point A to Z . On my rapport building as I enter into sales situation in my business I know that if I can get them to chuckle and they have an animal or small kids and I interact in some way with either or both and I’m in the home for at least 45 minutes they genuinely feel that I have their best interest in mind then 84% of the time they buy from me. And of course there is a follow up campaign but we will save that for another time. Today is about figuring out a way for your prospect to buy from you because you have what they want and it will be a good fit for them.
Thank you to our sponsors this week who make this program available to you. This week’s episode is brought to you by 3 d mail results at 3d mail results .com They have creative, unique and 3D mail products and grabbers that will explode your direct mail results. Look into their products section free example sales letters and headlines to help your mail campaign and amplify your returns If you’re tired of cold calling, tired of phone calling and getting little results why not make those prospects call you by implementing a 3d mail campaign check it out.. At 3dmailresults .com
And the UAMCC United Association of Mobile Contract Cleaners is a nationwide network of contract cleaning contractors that embraces mobile cleaning industry. More Than Just A Contract Cleaning Association Besides providing contractors with the tools necessary for growth, the UAMCC can assist homeowners and property managers connect with insured, qualified contract cleaning companies. No more guesswork and no more worrying if your contractor runs a legitimate business. Go to uamcc.org that’s UAMCC .org to learn how you can be the best in your industry check out the UAMCC here
Direct download: Sales20Do20You20Love20or20Hate20it20Episode2087.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 17 September 2015
This week end was a great weekend got to spend some time in Charleston with my wife. We got to take in some of the old town and take in some fine dining. While at the UAMCC national convention a I got to interview some people at random to get their view on what was going on their businesses and why they came to the national convention and what they received as benefits . Each interview is unique and but there seemed to be a common answer for joining the UAMCC. The UAMCC is a great organization helping professional become better equipped to operate in the market place. There was some great teaching I came home with about 10 pages of notes that were actionable. I taught 2 classes and I recorded the classes and the audio is available at ww.contractorssecretweapon.com at the free stuff tab.
Direct download: UAMCC20Mini20Interviews20at20Charelston20episode2086.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 10 September 2015
Discover How You Can Be Recognized as the Professional Expert and Achieve Celebrity Status in Your Community! Episode 85
Welcome to this week’s episode of contractors Secret Weapon Pod Cast Episode 85
Hey thanks for stopping by today taking time out your of your day to consider listening to Contractors secret weapon pod cast this this week we are on episode 85 Discoverer how you can be recognized as the professional expert and achieve celebrity status in your community . Man that’s a mouthful. This week's been kind of crazy for me because as you know we talked about the last few weeks ,I’ve been getting ready for Charleston South Carolina and when you listen to this I will be in Charleston South Carolina a the UAMCC national convention it’s s going to be a jam packed here are like 55 speakers and 40 vendors who all will be sharing a lot of their equipment and merchandise, there's a lot of new stuff coming out some new cleaners and surfactants and I'm sure there's a ton of new equipment it just makes things easier for the contractor. So this week I've been up every night I mean late putting together power point presentations , getting already get all my stuff ready to take off maybe less than what I need to bring with me . This week before we get in to the meat of the pod cast I want to go back and take a look at some of the episodes to bring you up to what I really wanted to go over in today’s episode. Some of the things we have gone over in the past podcasts some of the titles and to bring you up to speed on a new project that has transpired finally and I put together and tested it and it is working unbelievably well. So from the very beginning episodes of the contractors secret weapon we have always done is try to get you the contractor to move away from being a commodity , moving away from only competing on price. I have always talked about becoming the expert in your marketplace and to let other people know and what you do and we've gone through free report and free recorded messages. Not too long ago and you've heard me talk about masterminds in the my mastermind that I have with a bunch of marketers we were discussing some things and I remember something that I've gotten from Pete Mitchell on his consulting business and I'm talking and I'm looking at what he sent me in the mail and thought this would be an awesome tool for contractors. If we took this media for contractors, so this is what I did and I'm rolling it out in Charleston this weekend at the event and I'm speaking at You will have first preview because this podcast actually comes out Thursday and the function starts Friday morning .
I created an audio business card for contractors formatted in such a way that its done in an interview format , we talk about the free report ,Done so it's not boring it's someone asking me questions and the title is some thoughts about hiring the right contractor for you hard questions shouldn't be afraid to ask. I was thinking as I was sending it out thinking about the being the expert in my market place the responses I got as I sent it out and I'm going wow, it's actually gotten and additional benefit that wasn’t planned , because of the way the interview was preformed it was elevated to that celebrity element . Done in an interview format and basically what we did is we took and we laid it out as I was being interviewed by a local magazine about up-and-coming businesses and we talk about the free report today that they put together the 10 questions about hiring contractors, This audio business card CD package has a nice picture of you your logo or your company colors. Imagine sending this to potential customer to introduce you or leaving it behind to close a big deal when I haven't said yes on the first visit. I'll try to describe this to you and you probably you going to have to go to the website at www.Conractorssecretweapon.com there will be a link there for you to see what I’m talking about On the front there Is QR code in front and says we even I give them the opportunity to listen now and we put on that little character to bring to the recording thing can listen to it now put the CD in your car or pass it onto a friend it's work much better than I anticipated way better. Because what happened is you become the expert or continue to be the expert in your area this is almost like writing a book you don't even have to write a book now. So what we do To make your professional audio business card is it has your picture your name, your company colors your business name, we will use your testimonies in because no one sells better than your raving fans and of course on the back cover what we've done is we tell your story and how to contact you . The interview takes about 8 minutes it short to make it interesting to customer but yet long enough to build you up as a professional expert . So because I have put together a special package for Charleston convention there e is a special bonus there will be a bunch of savings. The first order we will pay for shipping, the report that we mentioned in the interview the 10 questions you should ask every contract before you let them in your property we give that to you to make yours. The customer survey we talk about we give that to you to make yours a bunch of specials and bonuses which will only be available till midnight Monday 914 some of those bonuses will go away but the audio business card will still be there so o go listen to the audio business card and will have a special link on the webpage so that she can get to it and take a look at it and listen to It is just another tool to help you be perceived as the expert in your market place. I believe it is actually helps create a little celebrity status because of the interview process go take a look at it have a great week and to be profitable.
Click here to Check out this awsome tool the Audio Business card
Direct download: Discover20How20You20Can20Be20Recognized20as20the20Professional20Expert20and20Achieve20Celebrity20Status20in20your20Community2120Episode2085.mp3
Category:pod cast -- posted at: 7:00am EDT
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Thu, 3 September 2015
The One About the Law of Forward Motion in your Contracting Business episode 84
This week I want to talk about another law one just like the law of gravity just a real just as powerful and can get your attention just like gravity and in some cases cause pain also. No one ever doesn’t thing gravity isn’t real because we all have been affected in one way or another. We have dropped something or tripped over something and the result is always the same we fall get hurt or something breaks because of it the law of gravity. So the law of forward motion has some of the same characteristics it’s one of those things you probably don’t pay much attention to, but it’s real none the less.
Let me explain how it popped up and made me look at the other day. One of the guys in our mastermind sent me a message the other day telling me he was getting ready to send out sequence number 2 of his mailing and that he has not gotten a response yet form that particular mailing .Then he proceeds to let me know how someone called to have him to come out to give them a quote on cleaning their roof, a call just out of thin air. It was a really nice big job to look at That’s when it hit me about the law of forward motion I had known about it for years but this just happened to bring it back to my memory. This is what actually happens in the law of forward motion you are moving in forward motion with your business and doing many things to promote your business hoping that you are doing the right campaigns and you are tracking your marketing and all of a sudden business comes out of the woodwork from places you never would think of. It is because you are moving forward that you are sort of creating a vacuum and pulling business along with you and because of what you are doing to promote your business that’s the best way I can explain it. I don’t know if it will ever pass you out but I do know that when you stop so does the vacuum and the forward motion this is where the pain starts. So never ever, ever stop the forward motion in your business and you will not self-inflict ant pain on yourself. It’s true and it’s real and can have a real positive effect or negative affect on your business and your life. Let’s look at an old handle water pump for instance you may have never seen one in real life but surely you have seen one in an old western. You know where you pump and pump to prime the pump then after a while you have a steady stream of water coming out. This is what it’s like to keep the forward motion going I your business. Again never, never stop the forward motion in your contracting business. Thank you to our sponsors this week who make this program available to you. This week’s episode is brought to you by 3 d mail results at 3d mail results .com They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling ,tired of phone calling and getting little results why not make them prospects call you by implementing a 3d mail campaign check it out.. At 3dmailresults .com
UAMCC United Association of Mobile Contract Cleaners is a nationwide network of contract cleaning contractors that embraces the power washing, window cleaning, carpet cleaning, and mobile cleaning industry. More Than Just A Contract Cleaning Association providing contractors with the tools necessary for growth, the UAMCC can assist homeowners and property managers connect with insured, qualified contract cleaning companies. No more guesswork and no more worrying if your contractor runs a legitimate business. Go to uamcc.org that’s UAMCC .org to learn how you can be the best in your industry check out the UAMCC here
Direct download: The20One20About20the20Law20of20Forward20Motion20In20Your20Contracting20Business20episode2084.mp3
Category:pod cast -- posted at: 6:30am EDT
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Tue, 1 September 2015
Direct download: elite_home_and_propetry_services_interview.mp3
Category:business -- posted at: 9:20pm EDT |