NetWorthJax

Sometimes we forget the basics on what it took to build our business in the early years, especially when things start running smoothly. Eventually we realize the “basics” still work and should be incorporated consistently regardless. THAT’S what builds a profitable, sellable and inheritable business for years to come. Below are a few “basics” we came up with.

1. Smile. Be friendly and inviting. Let them know you are happy they stopped in to see you. “Hey, Mrs. Smith, we’re so glad you stopped by to see us”

2. Set expectations. Let your customer know what to expect during the sale and after. “Hey Samantha, this Lemonade is the “bomb”. It’s just what you need on this sunny spring day”

3. Define your market. Who needs or wants or can market your product or service. A lemonade stand will typically cater to their immediate and surrounding neighbors driving or walking by or other kids in the neighborhood. Find other opportunities such as birthday parties, dinner parties or people laying around the neighborhood pool. Or maybe they’re going to the beach and need a pitcher to go.

4. Define the need. What do your clients want and how can you fulfill the need. Is it quick roadside service or do they need a place to sit and rest in the shade?

5. Clarify your prices. Make it easy and less confusing. 25 cents for a small and .35 for a large. If you’re raising money for something special let them know. They may surprise you and throw in a big tip.

6. Ask for the sale. We all would rather someone chase us to buy from us but that rarely happens. “Hey Tommy, we’re selling Lemonade from my grandmothers favorite recipe. Wouldn’t you like to try some? Only 25 cents!”

7. Up-sale. What other products or services would your clients be interested in? “Hey Suzie, we have some homemade Chocolate Chip Cookies for only 25 cents. Wouldn’t you like to try a cookie too?

8. Incorporate the fun. Relaxed clients purchase more and send referrals. Music and colorful plates or napkins make it festive.

9. Ask them to return. Ask, ask, ask….”Mrs Thomas, We’ll be open on Saturday too. Would you come back and see us then too?”

10. Make it easy. Confusion breeds discontent and they will not return.

11. Deliver promptly. Under promise and over deliver.

12. Thank them for their support. Be genuinely appreciative for the business. “Katherine, you’re the best. We really appreciate you supporting us”.

13. Form “Strategic Alliances” with other businesses to promote each others business. (Johnny’s mom makes cakes and cookies. Maybe you could sell a combo with a drink and cake?)

14. Offer “Specials” or “Frequent Buyers” rewards. “Tuesday Lemonade is only 20 cents and don’t forget to get your card punched becasue the 6th one is free.”

15. Build an Operation System that helps your business run smoothly.

16. Let everyone know in your sphere of influence what you do. Send a flyer to all your neighbors on your street and the other streets. Also tell your family and friends that don’t live in your neighborhood to come by and support you.

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Networking is still the most cost effective way to promote your business. For little or no cost, you will have the opportunity to meet other professionals that want to help you grow your contact sphere and target your next BIG client.

Effective Networkers believe in the quote, “Out of Sight, Out of Mind”. They understand that attending events insures they stay one step ahead of their competition. Assuming that people will always remember you whether you are there or not will cost you a sale sooner or later.

Effective Networkers believe that other professional networkers (more…)

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We consider it a secret when no one is willing to tell you, but we will. Ever lost a sale and didn’t know why or just don’t receive enough referrals? Chances are you will never know because a potential client or fellow networker typically will not tell you why you are not likable. Here are some ideas. Leave a message if you think of others not on the list. We want you to be more likable and successful in all your endeavors.

1. Return phone calls immediately or the same day. In this day of technology there are no excuses.

2. Handwritten notes.

3. Say thank you to those who sent you a referral.

4. Be genuinely interested in what’s going on in their world.

5. Respect the business card. Never turn it down and compliment it when possible.

6. Ask them specifically how you can help them.

7. Follow through with small promises.

8. Allow the other person to talk. Don’t monopolize the conversation about you.

9. Find common ground, friends, hobbies, children, etc.

10. Ask questions that help you understand their business better.

11. Introduce them to a good “referral source”.

12. Introduce them to someone they don’t know that may help their business.

13. Comment on their blogs or social media posts.

14. Share other’s blogs or social media posts.

15. Call someone just to say hello.

16. Inquire about children, pets or spouse.

17. Respond to emails immediately or the  same day.

18. Schedule one to ones regularly.

19. Give a compliment. Never criticize, condemn or complain.

20. Suitable handshake.

21. Dress appropriately.

22. Check your breath.

23. Be prepared. Know who or what would be a good referral for you.

24. Perfect your 60 second commercial. Make it easy to explain and understand.

25. Have plenty of business cards.

26. Wear your name tag in open meetings.

27. Get involved in a  leadership role. Make yourself known.

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Physical Impressions Last a Moment,

Business Card Etiquette Lasts Indefinitely

Feel free to leave your comments, tips and tricks you have learned.

Do not force your card on those who have not asked for it

One of the goals of networking is to identify qualified leads, potential employers or referral sources. Exchange cards with those that qualify. Wait for the opportunity to come up naturally. A forced business card will probably be a trashed business card.

Do not enclose business cards in personal or emotional correspondence

Get well soon, condolences or congratulations show be handwritten with no business card included. Remember the note should be all about them, not you!

Wait until someone of higher rank asks for your card or a third party has introduced you

Introducing yourself and throwing a business card at a CEO or Chairman of the Board is pushy and rude. Introduce your business. If they don’t ask for a business card, find another way to keep you in the forefront of their mind.

Treat cards with respect when receiving them and passing them.

When you receive a card, keep it in front of you to study. Repeat their name for proper pronunciation. Compliment their card. Ask questions. Never immediately store it. Cards immediately stored shows lack of interest. Cards that are thrown in a purse, back pocket or wallet show disrespect.  When the time is right, present your card with the print facing up. Write any follow-up notes on your card to remind them why they should keep your card.

Don’t hand out more than one card to a new contact

Your assumption that they will promote you will seem pushy. Ask them for 2 cards; one to keep and the other to refer. They may or may not reciprocate. It’s ok! You goal is for referrals not to pass out the most cards.

Do not reject an offer to take a card. Dispose of cards you do not intend to keep discreetly.

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Claim: M&Ms passed up the chance to be the candy used to lure the shy little alien
from his hiding place in the 1982 blockbuster E.T., thereby letting one of the most
successful instances of movie product placement fall into the hands of a competitor
who benefited mightily from it. http://www.snopes.com/business/market/mandms.asp

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At most networking events there is a time when you have the opportunity to introduce yourself and your business either to a group or individual. Most networkers understand the importance of networking and therefore are professionals, so be prepared. You have 60 seconds to make a good impression and allow people to “KNOW” you and “LIKE” you and begin to “TRUST” you. On previous posts we’ve talked about what “TO” say…in this post we are talking about what “NOT” to say.

Our philosophy of “Know Me, Like Me, Trust Me” is a process…not just a slogan. As you begin to talk to others at a networking event your goal is to get them to “KNOW” you first then “LIKE” you. Over the years we’ve heard a few phrases and introductions that MIGHT hinder someone from wanting to “KNOW” you or even “LIKE” you; thus never achieving the “TRUST ME” phase. Missing the “TRUST ME” phase will keep you from a REFERRAL or more importantly a SALE. We hope these ideas help you in expediting relationships to the “TRUST ME” level and ultimately gaining a referral and closing a sale faster.

Although some items listed below may be extreme, there is a point at the beginning of any relationship building that some more personal items should be left for conversation at a later time. Mistakes and challenges in life are inevitable, however, there is a time and place among trusted friends when these can be disclosed. In the beginning keep your conversation professional and void of personal trials. In the end, people do business with those they “KNOW” and “LIKE”; and they will continue to do business with those they “TRUST”. Please comment and send us any other suggestions, feelings or ideas you may have.

1. “This is a new business and I don’t know a lot”
2.  “I really don’t know what I’m doing”
3.  “I didn’t bring any business cards”
4. ” I am having marital problems”
5. “I haven’t made any money at this job yet”
6. “I don’t really like my boss”
7. “I really don’t like this company”
8. “I’ve got several medical problems that have prevented me from following up with clients”
9. “I’m not sure that this will work”
10. “I’m looking for another job”
11. “I haven’t made any money at this”
12. “I’m really not making enough money to pay my bills”
13. “My competition really doesn’t know what they are talking about”
14. “My boss doesn’t think I’m doing a good job”
15. “We do it all”
16. “Anybody is a good referral”
17. Don’t talk about negative press from the media about your industry or business.
18. Don’t use acronyms specific to your business. Your prospect may not know what they are.
19. Refrain from telling your “life story”
20. Don’t overload your prospect with too much information ( TMI).
21. Never return a business card when offered and say “I don’t need your services”.

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