Tag Archives: Sales Results Inc.

You May Be Your Best New Business Salesperson.

So let’s say you have a relatively new business that’s no more than 1-2 years old. Things are progressing nicely and you’re making a decent amount of money. Maybe you aren’t quite yet jumping into a pool of it like Scrooge McDuck, but you’re doing OK for yourself.

Still, the challenge of filling the pipeline becomes a regular thing in your mind. The conversation with your team becomes, “Maybe we should hire a New Business Salesperson.”

Hey, that sounds intriguing. Someone who can get out there and sell for you, huh? You can focus on the work you’re doing and another person can head out there to make it rain.

It’s a great idea in theory. And it’s not to say it’s impossible. But here’s the two choices you’re most often faced with:

Ronnie Rainmaker 
What’s that? Yeah sure, you bet I can bring in the big bucks. I worked in tons of industries and had a lot of success. Maybe not this one exactly, but I know what I’m doing. I don’t think I have to know a ton about your business. I get it. You’re what, an ad guy, a social media guy who does a lot of this, uh, Facebook updating for people, right? Sure, fine, whatever. You just do your thing and I’ll do mine. Since I’m so awesome, you need to pony up the big bucks for me but you’ll be glad you did.

Two problems with Ronnie:

1) The extraordinary amount of money he costs until he proves he can deliver the goods

2) He could find you a bunch of clients and think he’s doing incredible when in reality, the ones he’s finding are not the greatest fits for who you want to reach.

In his defense on the second point, that’s your fault, not his. You have to define precisely who you want to attract, who you don’t and how you’re going to reward him for more of the cream of the crop. This is as much a branding exercise as it is a sales issue. If you don’t know how to position yourself in terms of who you definitively want to work with – and it’s not that “everybody who needs my services” bullcrap –  you will be leading Ronnie on a wild goose chase and financing every mile for him.

Commission Carl
You don’t have to pay me much of a draw or even any draw. All you have to do is pay me a handsome commission for what I bring in. Isn’t that a great deal? Nothing out of pocket for you other than what I bring in! What’s that you say? Experience? Well, I sold flat screen TV’s at Best Buy so I’m really good at moving product and connecting with people. That’s what it’s all about and I’ve been doing it for decades. So what do you say?

At first glance, it sounds attractive for an entrepreneur. Not much risk there, right? Nothing lost, nothing gained. Except for one thing – again, if you want to improve Carl’s chances of success, you have to guide him on what your brand is all about. He has to understand the brand forwards and backwards for every prospect challenge. He has to understand your audience and what methods play well with them. If you’re in the business of Internet marketing, you probably don’t need him to knock on doors at his country club. This is so much easier said than done, it’s not even funny.

There’s just got to be someone who really gets you, gets your brand, gets who you want to speak with more often and knows precisely where you want to go.

I’ve got just the person. Grab a mirror and look at it.

What we often don’t realize about New Business is that we don’t give ourselves enough credit or see the potential we already have within ourselves. You see, there’s nothing more authentic or rewarding than knowing that you are delivering your message in a way that feels right and to the right person. This isn’t egotistical to say. If you truly have a command of your own message, who could be more powerful of an advocate than you are?

“But I don’t have enough time to do New Business. I’ve got other things that need to get done.”

Sure, I understand that. But do you think you can just give most salespeople a little instruction in a “set it and forget it” kind of way? I don’t buy that. They require guidance, collaborative planning and accountability measurement from you on a regular basis so that as a team, everyone can be on the same page consistently. That takes an investment of time too.

The middle ground can often come from better coaching and training.

This is where the rubber often meets the road. I’m certainly not immune to this challenge, which is why working with a sales coach like Steve Fretzin of Sales Results, Inc. can help ensure you’re disciplined in your activities and meeting with the right people rather than just tire kickers.

Are you with me so far? Think you have it in you to change at least a habit or two? What about as many as seven bad habits?

I think you can be committed enough to spend just two hours and a hair over $20 to find out.

If you’re in that camp, read on and join us on Wednesday, June 12th from 8am – 10am at 180 N. LaSalle as Steve and I present:

SELLING IS FOR LOSERS:
Seven Reasons to Change Bad Habits

Forget all the outdated “sales-ish” methodologies. Forget sounding like a used car huckster. Selling can be easier and even, yes, fun. Here are a few of the negative questions, assumptions and frustrations we will be solving in our interactive workshop:

· Why the traditional model of sales has failed
· Why social media “doesn’t work fast enough”
· Why you may be measuring social media success improperly
· Why your prospects are only buying on price
· Why you’re perceived the same as everyone else in your field

It’s a limited seating event, so if you’re committed to finding out just what kind of sales you can obtain on your own before blowing a large amount on Ronnie Rainmaker or hoping for the best with Commission Carl, this is the event you don’t want to miss. Mark your calendar for the morning of Wednesday, June 12th from 8am-10am at 180 N. LaSalle, Suite 3700.

Follow this link to register:
http://www.eventbrite.com/event/6528124797

The Day Of Sales-Free Selling Has Arrived.

If you want to look old as a marketer, use tired old marketing tactics that, technically, might “work” but fail over 90% of the time.

Traditional direct mail, for example, offers a typical 2% response rate. So going in, you know that there’s an excellent chance that almost every little postcard you send out in carpet-bombing, non-personalized fashion is going to be filed in a cylinder under a desk or be used as birdcage lining. This is not the same as direct mail that utilizes Personalized URLs (PURLs) – those can be great – but instead a piece of paper that provides no further attempt to get to know the prospect or ever takes the prospect down a more personalized funnel.

Cold calling is another example. Traditional salespeople say it works, but they can’t deny that the percentages are not in their favor here either. You dial 10 people who are only marginally qualified at best and you’re going to have 9 out of 10 of those people say, “Not interested,” if not be outright pissed that you’re interrupting their day (and the one who actually talks to you may be a lead but not ultimately a sale). Especially when you launch into your script about how your life-changing services are just what they’ve been waiting for when you’ve made no attempt to truly understand their needs. Oh wait. That would take more intensive research on that prospect and who has time for that. My bad.

2% effectiveness.

Come on.

Can we get real about what “works” when we’re talking sales and marketing?

Maybe we can agree on this much, regardless of this or that tactic – sending out a blanket message to thousands of people you have never interacted with before may not be as good for conversion as you getting to know them, understanding their challenges and providing a path that helps them through a decision.

No, this isn’t a launch into how inbound marketing is King and everything else is dead (although inbound is extremely vital). There’s still a place in this world for “Push” strategies and advertising and selling. But the way we push can, is and will be more 1-to-1 than ever. More customized. More selective, pre-qualified and integrated with digital to improve our close ratios. More scalable so that more people can receive a personalized approach. What is continually evolving in our world is the need for greater business intelligence faster as we prospect. And as better technological tools catch up with that ambition to help identify our targets more specifically in advance, we may not have as much of a need to dial for dollars by the thousands of people.

But beyond the technology, how do you change that mindset so that you actually slow down sales and clarify yourself as a viable option in the prospect’s mind?

I do have a suggestion on that, which hopefully is as helpful to you as it has been to me.

One company that has had a profound impact in the way I’ve thought about selling myself and my services is Sales Results, Inc. To be honest, when I approached this company years ago, I was great at helping my clients build their brand but I had trouble with how I developed my own approach. I didn’t have a good “elevator speech.” I didn’t know how to set an agenda for my meetings – most were just throwaway “I’ll keep an eye out for you” coffees and lunches. And I didn’t hold myself accountable for my activities or should I say, lack of them.

Jim Sheehan and Steve Fretzin changed all that for me. I find myself continually learning that there are smarter ways to, in fairly efficient order, discover if there’s a natural fit between two parties as either a sale or a strategic partnership. And how liberating it can be to help someone clarify a decision – even if that decision doesn’t arrive at your business’ doorstep.

There are no shortcuts in sales (none I’ve found yet anyway). You still have to network. You still have to do one-on-ones and events. You still have to follow up after appointments. You still have to make referrals, not just take them.

But for some odd reason, when I employ the Sales Results methodology, it just doesn’t feel like hardcore, off-putting sales to me. And I consider that a very good thing. It’s more natural, comfortable and in my view, more effective.

SFSbook

There are two ways to get a sense of what I mean. One is to actually go through the Sales Results program. The other is to pick up Steve’s new book just released today called “Sales-Free Selling: The Death of Sales and the Rise of a New Methodology.”

To be on the safe side, I’d do both.

 

 

 

 

 

Crashing, Healing and Rejuvenating Your Career Like Never Before

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Steve Fretzin
President
Sales Results, Inc.

You’ve heard the story before. A young gun 20-something in Sales living the bachelor’s life at a fast pace. He’s making it happen with all the material possessions that point to success – a nice paycheck, condo, a Porsche in the garage and late nights at all the hot spots in town.

Then Steve Fretzin climbed into a small plane and his outlook on life as an entrepreneur changed forever.

“I was taking a little mini-vacation with some friends and flew up to Eagle River, Wisconsin for the day to play around. One of my friends was the pilot. On our return flight, we lost our engine thousands of feet up.”

The plane crashed into a house in Crystal Lake. While feeling lucky to have survived the experience, Fretzin was badly hurt and his recovery over the next several months was anything but pleasant.

“Basically, it was the most excruciating pain I had ever felt in my life,” Fretzin recalls. “I had torn the meniscus in my knee, broken right arm and dislocated my left shoulder and hip from my body. Meanwhile, I was having nightmares about falling out of the sky.”

Upon healing after the long road back, Fretzin had the wake-up call about having a greater perspective on life and “living every day as if it were your last,” that you might expect when one has a life-altering experience. But it wasn’t confined to his personal relationships. He had a wake-up call for his career too.

“Though I seemingly had a lot of nice material things, I was lost in my priorities and overall desire to make the most of each day,” he says. “Once I peeled back the layers of the onion, I realized that I wasn’t really happy in my job. I was going through the motions and needed to get serious about the meaning behind what I did for a living. What could I do every day where I could look myself in the mirror and feel good about my role in this world?”

Today, as the President of Sales Results, Inc., Fretzin has become one of the top sales trainers in the Chicagoland area and has appeared on several media outlets as an authority on sales, networking and how to create deeper connections in business through developing strategic partnerships.

Hopefully you’ll never have a traumatic experience as Fretzin did in order to find the focus of your life’s work, but here are the top 5 suggestions he makes to entrepreneurs struggling with how to channel their professional purpose:

#1 No matter how smart you are, everyone needs help.

Find someone who knows more than you and has a skill set you don’t have. Bring people into your life who help you. “Thomas Edison didn’t do everything on his own,” Fretzin explains. “He actually surrounded himself with people who had complementary skill sets. Just as the President does with his Cabinet. So ask yourself who you can bring in as a friend, partner and mentor to help you. Top executives have coaches. I continue to do that with my business every day.”

#2 Genuinely help people and build relationships so that when you need help, you can call on them.

You can’t just be a “Taker” – you need to get to know people, help people and stay in contact for the relationship to blossom. You shouldn’t just sit on your rear end and expect strong relationships to happen.

 

#3 Time is your most precious asset

“My whole day revolves around business development – but it’s not just about sending out e-mails,” Fretzin says. As he sees it, entrepreneurs often have a difficult time shoving off the “busywork” that might be done during off hours, which interferes with what absolutely needs to happen during the day. “You’ve got to get out there doing productive things for your business. Who are your strategic partners? When was the last time you were in touch with them and what referrals have you brought one another lately? What networking events are you attending? Can working on that proposal wait until later tonight so you aren’t eating up precious face time with people today?”

Even here, Fretzin says that people can confuse activity with progress. Which is why he is a big proponent of setting an agenda for each meeting and by the end of that meeting, both parties agreeing to specific and actionable steps to see if there’s a fit from a networking or sales perspective.

 

#4 Never stop learning.

It is critical to continue your education and never stop learning.  Whether it’s learning sales, how to interpret web analytics or social media, it’s imperative to commit yourself to learning new things.  People who stop learning and believe they’ve learned all they’re going to learn will get stale. If you do read something you know, it’s will simply reinforce that you are on the right track.

#5 Don’t “sell” people, but rather walk them through a buying decision.

That’s right. A sales coach which is telling you not to sell in order to drive the business forward. In his new book entitled “Sales-Free Selling: The Death of Sales and the Rise of a New Methodology,” Fretzin explains that in today’s competitive marketplace, there’s no reason to carry the traditional sales approach into a meeting.

“People don’t want to be sold. What you really need to do is walk the buyer through a decision. When you stop selling and start listening more, you’re in a much better position to understand a buyers needs and help them make a better business decision.”

In a time where we hustle through life trying to make sense of it all, it is critical to reflect on what you have, what you want and how you are going to make the most of each day. In the words of Mr. Fretzin, “live each day as if it were your last. You’ll be surprised how much you accomplish.”

Read more: http://www.chicagobusiness.com/article/20121219/BLOGS06/121219757/entrepreneur-crashes-and-finds-career-purpose-from-the-wreckage#ixzz2FWaGsQea
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