Finding new biz during the summer slowdown

Anyone who knows me will eventually learn that I can’t sing the praises of people I know and trust enough (although I probably should). One of those organizations I’m always happy to tout is Sales Results. If you’re a person who knows how to provide a great service but doesn’t know how to sell himself very well, you’re not alone. Most people I come across are like that. They’re very good at what they do, but they freeze up at the thought of giving a really compelling “pitch” to others over 30 seconds or more.

Jim Sheehan of Sales Results was an extraordinary help to me in this regard and I have a feeling I’m not done learning from Jim either. I’m certainly not done learning from his partner, Steve Fretzin. That’s why I hope you’ll join me this Friday for a great networking event and seminar that Steve is giving called “The 1-2-3 Punch: Finding, Selling and Closing The Deal.”

You’ll learn about some fantastic new strategies for getting clients through methods that aren’t too “sales-ish.”

Steve will be talking about areas such as:

  1. Challenges and inhibitors to obtaining new business
  2. Why clients want to “buy” as opposed to being “sold”
  3. Ways to measure business development success; the cycle
  4. Leveraging the “low hanging fruit” to obtain new clients
  5. “It’s all about the relationship” – trite but true
  6. The role of a coach – including planning, implementing a process, and accountability
In short, if you come away with as many useful tips as I think you will, it’s going to be the best $15 you ever spent.
To register for the event, just follow this link – is limited, so get in while you can.

Hope to see you there.

Selling to people who couldn’t care less (at first)

“Hi Mr. Decision-Maker at XYZ Company. This is (your name) at (your company). We’ve been in business since (year) and people love us for our (product/service attribute).”

Click. In case you’re wondering that would be the sound of Mr. Decision-Maker stopping and deleting your voicemail message.

Admittedly, for a long time I sounded kind of like this when I approached marketing decision-makers. Until I realized that they have zero time to talk, they view unsolicited voicemails and e-mails as an intrusion and that’s IF you can get past the gatekeeper secretary.

In other words, they are not waiting on pins and needles for what you’re selling. But I’ve come to learn that with careful study of listening for potential customer pains, you can briefly but firmly whet the appetite of a person to continue the conversation with you. How did I learn this? Primarily from a woman named Jill Konrath, author of “Selling to Big Companies” and the new “SNAP Selling.” She taught me that whether it’s writing a letter, leaving a message or crafting an e-mail, you don’t have to tell your entire story to get someone to take interest in you. You shouldn’t. Instead, she shows you how you can convey an understanding of that prospect’s situation here and now, ultimately leading them back to what you have to offer.

In fact, I learned that Jill Konrath will be coming to the Chicagoland Chamber of Commerce on February 10th at 7:00am (speaking at 8:00am). If you have a spare couple of hours that morning, I highly recommend you check it out and pick up her books. If you follow her advice, you’re sure to open a few more doors as the economy improves.

To register for the event, visit the Chicagoland Chamber’s website at and click on the Event Calendar for February 10th.