Christmas isn't just for retailers

Many of our customers are service businesses but this doesn't mean they can't promote their business during the holidays. Studies have shown that since the recession consumers are looking for more practical gift giving ideas. This opens an opportunity for service businesses to sell gift certificates or gift cards. Selling gift certificates offer a number of benefits. This can help cash flow in a slow period of the year and regular customers buying certificates to give to friends and relatives may introduce new customers to the business. Also remember that many gift certificates are never redeemed allowing the business owner to keep the purchase price. If a business doesn't have gift certificates, blank forms can be purchased at any office supply store.

Keep Smiling, Keep Selling!

Thanks Jim Busch

December Bah Humbug

I enjoy the holidays as much as anyone but in December I am a real Scrooge. As a sales manager I drove my sales people to keep making calls and as a rep I cracked the whip on myself. There is a strong temptation to blow off December, kick back and party a little but you can not afford to lose this month. The calls you make in December lays the ground work for your January sales. Your January sales set the pace for the balance of the year. If you let December slip away you may have to play catch up for the rest of the year. Another advantage of busting your butt in December is that your competition probably won't, this gives you a jump on them. Remember that December is 1/12 of your working year unless you're willing to give up 1/12 of your income, keep your nose to grindstone until the new year arrives.

Keep Smiling, Keep Selling!

Thanks Jim B.

The value of thank you

In my experience the the ethical and courteous thing to do is generally also the best business decision. Our parents taught us to always say please and thank you. Here's an interesting piece from Fast Company magazine on the profitability of listening to your mom.

"A ten year study by leadership experts Adrian Gostick and Chester Elton of 200,000 managers and employees showed that saying "Thank you" correlates with bigger profits. This isn't surprising , because giving thanks is a great motivational tool; who doesn't like to be thanked?"

Make sure that you (sincerely) thank people for even the smallest kindnesses and services. It will help your bottom line and make your workdays much more pleasant.

Keep Smiling, Keep Selling!

Thanks Jim B

My very favorite business book

I am a very disciplined reader. I try to spend at least half an hour per day reading business books or other materials. This means that in the course of my career (Almost 4 decades) I have read literally thousands of books on selling and business. Some of these were terrible, some had a few interesting points and many were quite good. Of everything I've read, one book stands out above all the rest--Stephen Covey's "Seven Habits of Highly Effective People." I make a point of rereading this book every year and each time I learn something new. Covey's habits have not only made me a better sales person and manager but a better person in general. It is a book that shows a deep understanding of the human psyche and how we relate to one another. This book has been one of the top selling buiness books for over twenty years. I am in the habit of picking up copies of the "Seven Habits" at the used book store for my younger reps and I shared it with my children when they were in high school. I highly recommend this book to anyone.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Verbal economy

This morning I was listening to an interview with the novelist Salman Rushdie who spoke of his time working in advertising. When asked what he learned during his advertising career to which he responded "Advertising taught me the value of every word." As an advertising copywriter he learned to get is his point across in a concise direct manner. This is a good lesson and one that has relevance to advertising salespeople as well as copywriters. When we are with a customer we have a finite amount of time. Their time and especially their attention span is very limited. Every minute you fill with meaningless "chit chat" is deducted from the time you have to present the value of your product. Obviously you have to observe the normal conversational niceties, but most clients are busy and appreciate a sales person who gets right to the meat of the interview. Having a goal and planning before a sales call will help keep you on point and focused. A focused a salesperson is more likely to keep the customer engaged. Doing this will save both you and the customer time.

Keep Smiling, Keep Selling!

Thanks--Jim Busch

Weekly Quote

Thanksgiving is one of my favorite holidays. Of course, I am very fond of the turkey dinner with all the trimmings, but I truly embrace the spirit of the day. I am acutely aware of all the kindnesses, large and small, that have blessed my life. Each day I make a concerted effort to thank the people who help me along my path. "Thank you" are two words that can never be overused. I thank you all for reading my blog and for all the support the people in our industry have given me. Here is a quote that I feel expresses the true spirit of the holiday.

"Feeling gratitude and not expressing it is like wrapping a present and not giving it."

William Arthur Ward.

Have a great holiday.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Great Question

Here is a question that I like to ask to uncover a customer's USP (Unique Selling Proposition). If you ask a prospect what sets them apart from their competition you often get a shrug of the shoulders and a "I don't know." I use this format to set up the question and create a visual for the client: "Mr./Ms. Customer, imagine that I am the worst comparison shopper in the world. Before I will buy your product I bring you and all of you competitors into a room and set you all around a table. One at a time, I ask each of you "Why should I buy from you instead of one of these other guys?" What would you tell me?" Asking the question in this way usually generates a good response from the customer. I often find that what they tell me makes a great headline for their ad.

Keep Smiling, Keep Selling!

Thanks Jim Busch