You think of or dream about a friend, family member or person from your past and then the next day they call or you run into them? Well, it’s been happening to me so much I’m starting to think it’s a sign I’ve been neglecting some of the important people in my life.

That means you.

I’ve missed you here on the blog, and on twitter and Facebook. It isn’t that you’re forgotten, just that I’ve been away doing some other things. I’m back and ready to re-connect and hope you are too. For some of you, the absence has probably gone unnoticed since we only touch base every now and then, but for others – you’ve reached out to let me know you’ve missed me and I appreciate that!

All of this got me thinking about connecting.

I learned about Maslow’s hierarchy of needs in high school sociology class. I find it amazing and reassuring that regardless of our sophistication and perceived progress, the need to connect – to belong – ranks just above basic needs for nourishment and physical safety.

Maslow's Hierachy of Needs

What do this have to do with sales?

I’m glad you asked!
Everything really.
Your list, subscribers and readers are people.
They are searching for solutions, help, education and entertainment.

To connect.
To know and be known.
To be heard and to hear.
To be supported and offer support.
The chance to make a friend and be a friend.

It’s so simple really.

Being a real, approachable person who will listen and is the foundation of success.
Joining forces, knowing we’re not alone is how simple steps yield incremental results.

How do you keep connected to those who inspire and motivate you?

Share in the comments and thanks for being part of my connections!

I had a great time talking to Karl Staib the genius behind PartyBizConnect.

Karl of Party Biz Connect Interview by Phyllis Nichols of SoundAdvice Sales And Marketing

He shares some very personal experiences that helped him grow and build his online businesses.
Yes, more than one!
He knows how to help you generate buzz for your business, your book or just help you raise your online profile!
Check out how to participate or have your own party!

You can also check out his SuperPower info at WorkHappyNow!

Twitter: @PartyBizConnect

Check out the next party!

IncomeProducingActivity

I love my new SoundBite image don’t you?

I was lucky to win the services of Jason and he created this image for me.  I love the retro look!
Check out his work here!

Looking for help with your daily sales activities? Leave a comment (or email for privacy) and I’ll answer each one!

Do the actions of one person really matter?

Can I make a difference?
At times the world we live in seems so complicated and so vast, it’s hard to think that any of us can really help solve a problem or make the lives of others less difficult.

But I want to do something.

Because not doing something feels like giving up; admitting that things are just too big for any one persons efforts to matter.
Too big for my efforts to matter.
I know there are others who have influence; who can reach tens or hundreds of thousands with one email or twitter post.
But me?

And then, a twitter-friend said she wanted to do something too. And then another. And they invited me to help if I wanted to.
And the Customer Love for Japan project was started.

Overnight it became something real.
And I was reminded of this quote.

A small group of thoughtful people could change the world. Indeed, it’s the only thing that ever has.
Margaret Mead

You can help too.

It does matter, and it makes a difference in the lives of real people.
One woman bravely came forward to talk about how the efforts of a few strangers made an impact.

You make a difference every day.
When you do your work, when you’re with your children.
When you call a friend or email someone to say thanks.
A kind word of support on twitter or Facebook.

Because it all matters.
You matter.

I hope you can help.
You’ll get something back to help you grow.
Because we thought it’s nice to donate and help others but we want to help those who donate too.

It doesn’t have to be either/or.
It can be both.
This event ends at midnight Thursday, March 31, pacific

I usually write about business topics but today, it’s personal. 

I’ve been trying to write this post for most of the day.  I can’t seem to find the words that convey what I’m thinking and feeling. A man that made it big impact in my life passed away. I’m not going to be able to attend his memorial, so this post is my humble tribute.

Dick was one of the owners of the company that hired me and then believed in me. I’ve been sales most of my adult life because they gave me an opportunity when I had no experience. And Dick (along with Tom, John, and Al - who also passed away) set about teaching me how to do the job well. Professionally it was a wonderful experience and personally I’m a better person for knowing all of them.

Since the rest of my thoughts about Dick come in the form of jumbled up memories, I hope you don’t mind if I post them just that way.

The first thing that comes to my mind when I think about Dick is laughing. He was terrific storyteller and always had a joke or two to make you laugh. You knew he was getting ready to tell a good one when he said “Hey, have you heard the one about…”

Another memory that pops up – books. Dick regularly talked about a great book he was reading or concepts he picked up from a book or a new idea that he read about. Over the years, I was the lucky recipient of several books that Dick thought I would enjoy. I’ve always been a big reader, but he turned me on to reading books about business, psychology and even one about philosophy.

Dick was a good listener. More than once he let me vent or complain. He always knew how to make me look at the situation in a different perspective. He didn’t always try to solve a problem. I think he knew that sometimes, listening was all that was required.

The overall memory of Dick as a person is someone who loved his life, enjoyed having a great time, and most importantly loved his family. I was single when I first met Dick and his lovely wife Judy. Later, after I got married, we were at a company function, a cruise I think, and I remember seeing the two of them together and hoping that Kelvin and I would be as happy together as they were.

I haven’t been in touch for a number of years but in 2005 I wrote Dick a note to let him know how much his belief in me meant. I’m glad I did that since I didn’t get to tell him in person.  That would have been nice. Part of who I am is because of his influence and kindness. 

I wish I could be at the memorial.  I know for sure I’d here “Did you hear the one about…. ” and smile and laugh at the memory.

Rest in peace.

If anyone reads this who knew Dick feel free to share your memories in the comments.

“I hate sales.” This is the most common thing I hear.  ”I can’t sell” is a close second.  It makes me cringe a little everytime I hear it because I don’t agree.  What you hate is deception, pushiness, spam, coercion – things that unskilled and unprofessional people do instead of true selling. 

Reason 1 – It’s all about me.

Successful selling is never about you.  I’ll repeat – it’s never about you.  It’s about them.  So don’t worry if you don’t like self-promotion and you can’t be like Donald Trump with your name and face all over.  This isn’t new to you I’m certain.  I’m sure you’ve heard it before.  So the question I have is: Why haven’t you learned to talk/write, sell with your customer in mind? Are you sure they understand how much better/faster/thinner/easier things will be if they buy from you?

Reason 2: Selling out.

Somehow the romantic notion of the starving artist became something nobler or better than getting paid. Really? You want to toil and sweat and pour your life’s energy into something and then refuse to be compensated? Of course not. I don’t know who said this to me first, but it’s stuck with me for years.  The best way to help the poor is to not be one of them.  Most artists are starving because they suck at selling.  Don’t get mad at me, I didn’t make the rules.  Show me an artist who is thriving – you’ll find they have figured out a way to sell what they do.  Question: Why haven’t you?

Reason 3: But I can’t be pushy.

Well, good for you.  I can’t either.  So, when you buy a new book – it’s because someone made you?  Of course not.  How about your new car, or home or TV? Did someone drag you to the store and force you to buy it? I’m going overboard to prove a point. If you are talking to the right people, with something they want (notice I didn’t say need?) no pushiness is needed.  Make it easy for people to say YES!  Give them options and choices (you want frys with that?) or payment plans or a bonus for buying today – That’s not pushy, that’s selling. Question: Are you even asking?

Reason 4: People just don’t understand how much this will help them.

I hear this alot – but in a specific context. Please allow me to explain. I talk with people who are emotionally tied to the reasons why people aren’t buying.  And they can’t let go.  Example: I spoke with a wellness practitioner that does some sort of cranial manipulation thingy (I know I’m not accuratly describing this – she couldn’t explain it to me and she does this for a living!) that makes people who have chronic headaches stop having headaches! I spent over an hour trying to help her put a marketing message together. (For free, which was a mistake) And all she kept saying were statements like this: “People just won’t pay for it.”  “Insurance doesn’t cover it so people think it’s too expensive.” “People won’t pay to feel better.”  On and on this went.  I couldn’t change her mindset.  Here’s what I know for sure.  I have a friend who is debilitated by headaches to the point where she can’t get out of bed some days.  She would pay all kinds of money to make them stop.  But this practitioner can’t even see the possiblity! Question: Have you decided in advance no one will buy?

Reason 5: My favorite – I can do it for others, but not for myself.

So you’re admitting you can sell. You’re acknowledging that you do in fact have the skills necessary. But only if you don’t personally benefit?  What? I know this gets all tangled up in asking vs. reccomending.  Some of this also gets tied up with the whole, I can’t talk about myself thing too.  I get it. But here’s the bottom line.  If you truly know what you are selling is of value, and you are talking to the right person (target market baby) then you owe it to them to make the offer. Really. It can be as easy and saying, “My nero-cranial thingy helps many clients eliminate thier headaches.” If you want to schedule a session, I can give you my next open appointment.”  It’s worth repeating. Make it easy for people to say yes! Question: How can you ask in a way that feels good to you?

I  know this isn’t easy for you.  I can’t explain why, but it’s always been easy for me. And I want to help. It really doesn’t have to be hard, or stressful or sucky.  Please let me know in the comments what is holding you back.

Want help?  Email me if you want a skype (or in person if you’re in the Nashville area) consultation. I know you can do this.  You can be successful at selling. And it doesn’t mean being someone you’re not or using tactics you hate. I promise!
pnichols at soundadvicesales.com

Want to get easy-to-do tips? Sign up for email goodies here.

 Today is “Groundhogs Day” here in the US. The roots of this quirky winter prediction event goes back to Europe and like many other things took a bit of a twist here in the US. You can read about the history here. Since the early 90′s Groundhogs Day is a movie, with popular actor Bill Murray.  In case you don’t know the story, he relives groundhogs day over and over and over.  But he’s the only one who is experiening it that way.  No one else is in on the recycling of events.  If you haven’t seen it, The Encore channel (who else?) is running the movie for 24 hours today.  It’s a clever way to acknowledge the whole deja-vu quality of the movie. 

What does this have to do with selling?

Fair question. I see this often with people who need to improve their sales.  They continue to do the same things even though they don’t see the results they want. Like Murray, they lather, rinse, repeat and hope that this time it will work.  So in the spirit of Groundhogs Day, here are a few things to jumpstart your sales and have you beaming with new customers by spring.

Take inventory.

It’s easy to be busy with activity and neglect taking a quick accounting of what’s working.  Schedule 20 minutes in your week and be very honest with yourself.  What sales activity is yielding business?  What isn’t? 

STOP any activity that isn’t paying you.  It’s okay to make a change.  Don’t let yourself get attached to an activity or process that isn’t putting money in your business.  I recently spoke to a business owner who was proud of the fact that he attends up to 5 networking events each week.  His pile of business cards was impressive and he thought that was a great measurment of his efforts.  When I asked how many new clients/new revenue this activity was bringing in, he had no answer.  No tangible sales. 

Now, don’t get me wrong – networking is a great way to establish credibility, build relationships, and meeting prospective clients.  I like going to some events myself.  But be honest about why you are there, what you hope to accomplish and if it is really working for you.  This also applies to the newest “online” strategy. Or direct mail, or email campaigns or any other strategy you use. If the desired result is revenue and it’s not happening, be honest about it and make a change.

Be bold.

In my conversations with business owners I often ask, what do you think you need to be doing?  What is missing from from their current strategy? Almost always they know at least one thing that they could do, but aren’t.  You may be in that spot.  Like Murray’s character in the movie, there are lots of reasons NOT to do accept your reality.  But guess what?  Deciding to take action may be scary, but it’s so worth it.

What should you do?

Take action! Decide today that you will make a change to your sales efforts.  Reconnect with your email list. Improve your offer on your website. Call back those prospects that haven’t decided. Ask for feedback. 

Let me know how I can help.

Sometimes taking the bravest but smallest step makes all the difference!

There’s something compelling about a shiny new year.

It’s the potential.  The chance to fill up the pages of this years calendar with events or opportunities or connections that are meaningful.  And fun.  And let’s face it, there’s the concept that this year can be different or better or more rewarding.  2010 was a year of transition for me.  Last January, I had a plan.  A strategy.  All of that ended up changing dramatically when my husband and I made a move from Columbus Ohio to Franklin Tennessee.   We embraced the opportunity and lots of things are different this January. 

Resolutions, goals and planning to plan.

I love planning and strategy.  I get excited to do all the research, and list-making and new contacts.  But not everyone does.  You may be one of those who hates the idea of goal-setting.  And then, there’s the disappointment.  The realization that maybe we aren’t going to make a million, lose the weight and travel the globe after all. 

Here’s a few fresh perspectives to start 2011 in a new way.

Here are a few bloggers with a different take on the whole new year, new you thing!  I hope you enjoy them and give yourself a new way to start 2011. 

Tiffany Eckhardt   An honest, refreshing post on why she doesn’t do resolutions. 

Sandi Faviell Amorim  An insightful post that outlines a real way to succeed.  I love that she encourages and readily admits that there’s definitely more than one way to tackle this! 

Kirsty Hall   A cool new project.  I love that she’s sharing art with people that aren’t expecting it!

Chris Brogan  A cool concept that can guide your year.  What are your 3 words?  (FYI, mine are: connect, undaunted, execution.)

 Catherine Caine   The uber-cool Catherine Caine writes about what is possible in one year.  Explained as only she could.  Well done, Catherine.

Alece   A one word “non-resolution” idea.   I don’t know Alece personally, but I love her courage and willingness to share what worked for her.

Dan Miller  Need a bit of inspiration?  Dan Miller provides a bit of go-for-it advice in his no nonsense style.  The best part? Dan makes it feel completely possible.

Lewis Howes The tips from Lewis may not be new to you but his personal story and honesty about how he made real changes is inspiring.  And motivating. 

What works for you? 

It’s nice to share.

Today’s list is below – give these folks a follow and let me know who you think I should get to know as well.

Dan Harris @8101- Harris  Dan is a natural connector.  He’s the man behind TasteCasting.The service combines socially networked people and social media platforms to bring exposure and publicity to restaurants.  He’s also pitched in to plan and organize local tweetups in central Ohio.  And then there’s his full time gig at Neustar.   Dan is a great resource – he’s likely to be promoting the efforts of others and always has something interesting to say.

Sandy Jenny @OrganizerSandy- Sandy is a true social media expert.  She’s has several blogs of her own, guest posts for many others has been interviewed on Oprah radio to just name a few things she’s got going on.   She is an organizer (naturally) and is the mom/step mom to 8 children!  She’s just an amazing woman to know and follow and you’ll be glad you did. 

Yvette Alexander Slate @YvetteAlexSlate -  Yvette is a business coach, mom, advocate, speaker and a genuinely nice person.  She’s so authentic online you can’t help but feel she’s a friend from the start.  She inspires me with her energy and thoughtful info she shares on twitter. 

Enjoy yhour weekend, stay cool and let me know who you think I should follow!

I mentioned in another post that I’m in an exercise class that’s “boot-camp” style.  The goal is to really push yourself physically, and see results quickly.  It’s also meant to be diverse and mix things up so you are always working different muscles, balance, flexibility and core strength all at once.  

  It’s hard.  But I love it. 

  The best part is that I just show up.  Yes, once I’m there I do the work – but I don’t have to plan it, or figure it out or keep track of upper body/lower body/strength training/cardio… you get the idea.  Someone else does.  They provide the plan of action and I execute – as best I can. 

   I’ve decided to put my sales training modules into a concentrated “Back to Business Boot Camp” that will start in a few weeks.  Let me know if you’d like info.  I’m excited to put everything together and I know you’ll love the step by step instructions that you can implement for your own quick results.