Archive for Lessons Learned

Erica Cosminsky Shares Her Story And Sales Savvy!

Learn what to do (and what not to do) from someone who’s been there!



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Erica was so generous. She was open and honest and tells what worked, what didn’t work.
She also tells us about her sales success on twitter (it’s not what you think either) and how to do it for yourself.

Links mentioned on the call; you’ll want to check these out!

Connect with Erica here: www.cosminsky.com

Her business sites:

The Small Business Transcriptionist

The Invisible Office

Hootsuite

Follow Erica on Twitter  @Cosminsky

Questions for Erica?

Interested in sharing your story?

Let me know in the comments!

 

What You Do Today Matters SoundAdvice Sound Bite

There Is No Someday:

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Today’s Sound Bite is inspired by a conversation I had with Sandi Amorim of Deva Coaching. Today is my someday!

Sales Rx – Monday Morning Sales Meetings That Aren’t A Waste Of Time

  I spent about 16 years in corporate sales and I loved it.  I had wonderful clients, worked for a great company that let me do what I love.  My way.  I was evaluated and measured by my results at the end of each month.  It was perfect for me.   As the company grew, so did the structure and sales meetings that had been quarterly events were now weekly. 

Why Mondays? 

Conventional thinking is no one schedules Monday AM appointments and it is a good way to start the week.  Right?  It’s still done in all kinds of sales organizations so it’s kind of the chicken and the egg thing now.  No appointments because of the meeting or the meeting time is set when clients aren’t available?  I think it’s the former.   If you want to know the best time for your meetings, how about 4ish on Fridays?  No one has a legit appointment then,(oh, I know you’re the exception)  plus it’ll curb the long winded tendencies of those people who just can’t stop talking.  I’d try to never attend one of those meetings – I’d have a 2:00 that ran really, really long!  But I’m getting off track a bit. 

Hold Non-Sucky Meetings

I’m not saying meetings aren’t helpful or worthwhile - because they can be, but getting everyone together should yield results – not just be a place where everyone gives their progress reports.  That can be done in an email that the micromanaging types can read whenever they want.  Plus it’ll be in writing.  Proof that something was done or will be done or might happen.  If it already happened, then yay you but move on already.  Last week’s sales don’t mean diddly this week. 

If you are the lucky person responsible for meetings then make it worth your time and at least go for interesting and even a bit edgy.  If nothing else, you’re likley to see progress because you’ll snap everyone out of sleepwalking mode.  (Disclaimer: I did have to run these meetings when managing a group of sales folks and I wasn’t always good at it.  Most times, I just wanted to get it overwith like everyone else and then, you know, actually get something done!)

Here’s What I’d Do Now

Talk Big Picture – Lots of companies do this once a year when the bank requires a business plan – and it gets shoved in a drawer never to be seen until it’s time to update it.  Dust that thing off – or if it was crap - talk about Q4.  And remember, this should be interactive – have a real brainstorming session. 

  • List 10 big accounts you want to land by year end.  Then develop a plan to actually DO it!
    Discuss how you can add value to a current service. And add it.
    List ideas for engaging with current clients in a better way.  You can start by asking them.
    Figure out a better way to say ThanksMerryChristmasHappyHolidaysHappyHanukkahHappyNewYear than the usual card and calendar you’ve done lately.  I’m thinking brownies from Sugardaddies.   
    Update your sales literature.  If this sounds overwhelming, start small with one piece.
    Seriously in this day of print on demand, having anything that is out of date in any way just screams lazy and/or cheap.  If your company is pretty traditional – shake things up with a top 10 list, or a clever twist on your FAQ’s.   (Great sales copy is an art, so if your team has good ideas, but no one with sharp writing skills, get an outline together and let me know - I can help – doing it badly is worse than not doing it at all)

If you are in the middle Tennessee area, and would like me to lead a sales meeting, I’m available.  If you’re somewhere near a beach I can work something out! If you’d like to have a planning session so you can amaze and enlighten your salesforce, email me!

I’d love to know how your meetings go – or if you even do such a thing – let’s get more ideas going in the comments.  If you work at home or don’t have a team yet, sign up here for weekly updates.   If you have a big team, you can sign up too!

9 Sales Myths You Have To Ignore!

Like any industry or profession – there are certain stereotypes and assumptions.  Jocks aren’t too bright, accountants are dull, programmers are nerds,actresses are bimbos and doctors are benevolent.  There can be a kernel of truth; let’s face it these misconceptions start somewhere.

Salespeople and the sales and marketing industry are no different.   I’ve identified 9 “myths” or misconceptions about sales/selling and salespeople that you should ignore.

1. Selling is about tricking someone to buy something they don’t want or need. No.  Call that behavior what it is.  Deception or coercion.  Selling is ALL about meeting the needs or wants of a customer with a solution or product.  I know it sounds too simple; but that’s really it.

2.  Sales people have to be outgoing and chatty.  Well, no.  There’s no such thing as a “sales” personality.  That’s like saying someone is a natural born janitor.

3.  Sales/Selling is hard. Well, it can be if you don’t understand how to attract clients who want what you offer, but the actual tactical steps are easier than lots of things – like programming or geometry or giving someone an injection.  We assume that other professionals train to be good at what they do – but that selling should come naturally.  Why?

4. Sales people only care about making money. We all want to be compensated for our work – and sales people are no different.  A good sales person (or business owners who sells) cares about the client first because they know sales will naturally follow.

5.  Everyone is a potential customer. This leads many who attempt sales to frustration.  Targeting your market is critical to sales success.   Lot’s of small business owners are so eager for business they attempt to scatter their sales message to anyone who will listen.  Get your message in front of people who are in your target market and your chance for success will increase dramatically.

6.  Sales in a numbers game.  If you knock on enough doors (who really wants to do that anymore?) you’ll make it big.  Unfortunately no.  Unless you’re a girl-scout selling cookies, you’re likely to be ignored and if you just waltz into someones place of business – it’s doubtful you’ll get past the front desk.  Spend some time developing a strategy to get in front of those who need you – and respectfully connect with them.

7.  You have to be a people person.  Whatever that means.  These days many people market online from their kitchen table.  It’s not that they don’t like people, but you don’t have to do the face to face thing.

8.  Online marketers are spammy and can’t be trusted. Like anything – there are some who are less than ethical or just downright rip-offs.  But many work very hard to build rapport, trust and over deliver to gain the confidence of loyal clients.

9.  Selling is only about price. It’s about value.  If price were the only consideration, no one would pay $200 for jeans or $1600 for a purse or $18,000 for a motorcycle.   Make your product or services more valuable to me and I’ll pay extra.  We all do it.  There’s no reason it won’t work in your business.

Don’t let these myths or misconceptions prevent you from having sales success.   Take the time to understand your market, and get your message in front of the right people.  For more tips and specific steps, sign up for my e-newsletter – it’s full of easy-to-do actions that you can implement right now.

Bootcamp Life Lessons

 

 I just started a workout program this past week.  It’s a high intensity bootcamp style class with an instructor who really makes me push myself.  For those of you who don’t know me well, I am in serious need of this type of fitness instruction.  On a fitness scale of 1 to 10 I’d rate myself a 3.  I can jog slowly for a mile or so and I’m coordinated enough to not fall over or trip on the stairs, but that’s about it. 

  It wasn’t always this way, but that really doesn’t matter now.  What matters is what I decide to do today. 

  In the class - they are at 5 AM, did I mention that part?  Just getting up and being there on time is a big win for me – there are others who are in much better shape, older, younger, men and women. 

  After class on Friday a nice guy I that I met the day before came up and said he was glad to see I came back (I think I looked really pathetic at the end of class on Thursday)  He began to relay his story.  He started working out 9 months ago and has lost over 100 pounds.  Looking at this super fit guy you’d never guess he’d been heavy. 

  The best part was that he wanted to encourage me.  He gave me some advice about what worked for him.  He told me not to worry about what I couldn’t do in the class (and there’s alot) and not to compare myself to others.  He also said I can do more than I think I can.  Like so many things in life, results come with persistence and a willingness to put in the time to master new skills. 

  So what do you want to master?  Where can you push yourself?  What have you mastered lately?  It’s nice to share!

Help! I Need Your Sales Story

 

 

 I love sales.  And moving.  And beets.  I know that makes me a little strange.  I have been involved in sales of some type since 1989 (i started very young) and for the first few years I seriously couldn’t understand why everyone didn’t want my job.  I was a B2B rep for a computer supplies company, commission only, calling on businesses in the Columbus OH area and I loved it.  I thought then (and kind of still do) that everyone should be in sales.

For the past 18 months, I’ve been doing sales training and one on one consulting.  I love that too.  It’s really cool to help someone develop their sales skills and see results.  Then they go from hating (or fearing) sales to loving it too.  Nothing is better than making the sale (and collecting fees/payment) for your work.  

If you are lucky, you love your work and the paycheck is second to or equal with your passion for the services your offer, or the products you create.   Think of the people who are helped by you and your company.  Whose life is better for having worked with you or purchased your product?  How did it impact your customer?

Those are the stories that make a sales person.  Tell that story, help me understand that part of your business.  Learn to share that side of your marketing. 

What stands in your way?

Lessons From My Mentor(s)

 

 I’ve been thinking about former friends and co-workers today.   I’ve also been thinking about how everyday kind of things can end up making an impact that isn’t always expected.  Some of the lessons I learned were like that.    There’s a long, long story about my mentors that I want to write someday, but for today – here are a few things that I learned that have served me well and help me all the time.

Do It Yourself  – Or at least be willing to.  One of the owners of a company I worked for taught me this.  He was a self-made man who worked harder than anyone I knew.  He taught me how to do many things by showing me how he did it himself. 

Take Responsibility Alone – Share the Credit -  This was something I saw another owner do many times.  A big deal was lost?  He stood up and said, “My bad – I didn’t position us correctly, but we’ll learn from it and win the next one.”  A big deal landed?  “Everyone was helpful and deserved part of the credit”.   Selling is competitive and somewhat individual, but if you are a sales leader – this must be part of your leadership method.

Work Hard and Have Fun – They don’t have to be exclusive.  People who are passionate about thier work don’t always understand that a break here and there will help you and your staff blow off some steam and come back recharged.  Don’t be afraid to step back and have a good time.

Learning Never Ends – Again, in my early sales career, the owners of the company knew that regular training was critical to the success and development of the sales staff.  They encouraged it and led by example by regularly attending training and development seminars themselves. 

There are other lessons I learned along the way as well but these simple concepts have helped me to succeed.  Sometimes the most basic rules can be the foundation for guiding you through your decisions. 

What basic lessons do you refer to? 
How did you learn them?
Do you teach them at your company?