Tag Archives: Around

Customers Are All Around You

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Networking and meeting new people is an element of sales that will never go away. When you stop meeting new people, your sales will come to a screeching halt and take a sharp turn for the worse. Sales people who consistently network and get their name and company in front of new people will build long term business relationships that foster sales growth and increased performance.

Effective prospecting is a numbers game. It is nearly impossible to debate that fact. The more people you meet, the more potential customers you will identify. As you identify potential customers, your targeted sales and marketing efforts become more effective, and the qualified prospects you identify enter your sales pipeline.

Top performing sales people tell everyone who they are, where they work and what they sell. If sales is your profession, you must be prepared to land in selling situations at anytime. Whether you are at the grocery store or at a social event, your future customers are all around you. To illustrate this point, I would like to share an embarrassing, yet powerful networking story with you.

About two years ago, I received a call from an old friend who invited me to a Boston Celtics game. Having not seen my friend in a while, I accepted the invitation and went to the game.

We arrived at the game and began the walk to our seats. I noticed that we were climbing several sets of stairs and were so high above the basketball court that the players looked like ants. Yes, my friend had purchased the commonly known “nosebleed seats” and invited me to join him. What a guy!

About half way through the game, the Celtics were getting demolished (surprise) and the stadium was nearly empty. We looked around and decided to move out of our nosebleed seats and down into empty seats where we would have a better view of the game. We happened to find two seats that were only a few rows back from the court. There was a gentleman sitting in a seat next to the two empty seats, so I asked him if the seats were being used. He replied “No, make yourself at home”. As we watched the game, I began to have small conversation with the person next to me. He eventually explained to me that my friend and I were sitting in his seats, which happened to be season ticket seats that he owned. He had a few friends planning to come to the game, but they were unable to make it.

As our conversation continued, I learned that he was the CEO of a technology company in Boston. We had a lot of commonalities, such as our summer vacation destination as well as interests in hobbies and sports. Over the years, we developed a good relationship, kept in touch and spoke on a regular basis. Although we never did business together, there was a mutual interest to stay connected.

Recently, I conducted a sales training seminar in Bedford, NH. I decided to extend an invitation to the gentlemen I had met at the Celtics game. Having a technology company and a need for professional development, he decided to send one of his sales people to attend the workshop. I remember my initial reaction after he accepted my invitation…I kept thinking about how our relationship developed. I sat next to a complete stranger at a basketball game. I then learned I was sitting in his season ticket seats. We kept in touch and eventually did business together. We have also made recent plans to meet in a place close to both of our summer vacation retreats and play golf. I am sure our business relationship will continue to develop.

Most sales people can tell you a story or two of unique and unexpected opportunities to connect with future customers. The important message to remember is that business relationships often begin in places where you don’t expect them. Be ready!

Christopher Thompson is the Founder and President of Catch 22 Solutions, a sales performance consulting company and a former Director of Sales at PC Connection, Inc. For more information visit http://www.catch22solutions.com

Business Etiquette Shaking Hands around the World

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When business people meet all over the world the most common and recognised gesture is to shake hands. In my travels I have found that even this simple routine is done differently in many parts of the world.

In the UK it is usually a single right hand that does the shaking. Very few people shake with their left hand and it is deemed rude to offer your hand without taking your glove off first.

There are power hand shakes when one party decides that either they are superior or wants to win the battle of the hand shake. In this case the right hand is offered with palm facing downwards. The hand on top seems to signify power.

Often people in sales will offer their hand with palm facing up. This signifies that they are going to submissive in the conversation that follows.

In India it is common to offer your right hand and once the hand shake has been initiated you put your left hand over the other parties’ left hand. This means that the initiator has now given a two handed hands shake. The receiver does not need to respond but can also reply by using his left hand as well.

In the Far East and some parts of Asia it is deemed impolite for a woman to shake a mans hand. A woman should only shake a mans hand if she has sexual interest and feels that it might be reciprocated!

Even the length of the hand shake differs. In the UK people might shake hands for three or four shakes whilst it is common in the Middle East to keep the hands held limply together for an extended period even after the initial semi firm four shakes.

In America people are taught to shake the hands firmly. A few Americans I have met use a bone crunching hand shake which is way too hard. This might be acceptable in America but will definitely be frowned upon in China and even some parts of Europe.

Some French people might give you a kiss on the cheek as they shake your hand. Very rarely do the lips touch the cheek though as usually it is a “pretend kiss” and only the side of the face will touch yours.

Finally in some cultures a person higher up will refuse to shake the hand of someone felt to be beneath them. In this case if you offer your hand for a shake and it is declined just pretend it did not happen and carry on talking!

Naz Daud is the founder of CityLocal. This Business Franchise Opportunity is for people who would like to work from home and be their own boss.

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Shaking Hands Throughout History and Around the World

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“You can’t shake hands with a clenched fist.”

- Indira Gandhi

The most significant gesture in business and in life is a handshake. In many cultures it is the unspoken message that accompanies our words. A handshake often takes place when you meet someone new, when you are greeting someone you haven’t seen in a while, when you leave a party or meeting, when you offer congratulations or when you agree on a contract or working arrangement.

Historians agree that the handshake was most likely developed several hundred years ago in England as a method to communicate that you were empty-handed and unarmed during a meeting. Weapons were often concealed in the left sleeve so shaking was done with the left hand. As more people began to travel without weapons it became common to shake with the right hand. Certain historical figures took liberty with shaking hands and created their own custom. George Washington decided that shaking hands was for the common people so he bowed when greeting people in public.

The intent in shaking hands is to make contact “web-to-web” with the other person’s hand. The web of your hand is that part between your thumb and forefinger. Extend your hand with your fingers together, in a vertical position, with the thumb up and slightly to the side. Once you make contact with the web of the other person’s hand, close your thumb over the back of the hand and give a slight squeeze with your fingertips. Here’s where so many people go wrong. Some move in for the kill and give a bone-crushing handshake that brings tears to the eyes of the other person. Then there are those who stop at the first hint of contact and never add the little squeeze that indicates there is life and energy in the body. The result is the “wimpy” or “limp” handshake, sometimes referred to as the “dead fish.”

Every country in the world has its own customs for meeting and greeting. Most cultures encourage handshaking more often than the United States. As always, you need to do your research on meeting and greeting before you embark on an overseas trip. If you are a woman, this is critically important since certain cultures do not allow women to touch a man who is not related to them.

Here are some of the most common handshaking rituals around the world:

* In Japan it is normal to shake hands frequently. Sometimes a bow is included or substituted.

* In Europe you shake hands whenever you meet someone even if you know them well.

* Russians tend to shake hands frequently but never while wearing gloves.

* A strong handshake and good grip are appreciated in South Africa.

* A vigorous, pumping handshake is normal for the Chinese.

* Men in Arabian cultures encourage a long and limp handshake along with a specific verbal greeting.

* People in Panama greet each other with eye contact combined with shaking hands.

* The French always shake hands in business meetings but all other greetings involve kissing the cheeks.

* In Kuwait shaking hands is only used for male strangers who meet the first time. Shaking hands with an unrelated female is considered inappropriate.

* Residents of Indian and Pakistan shake hands by grasping your hand in both of their hands and holding your hand briefly.

It is considered impolite to refuse to shake hands but be prepared in case you meet someone who says “No” to handshakes because of arthritis, joint problems or a communicable illness such as a cold. The person who is unable to shake hands should always offer an apology and a brief explanation so that the other person does not feel shunned.

You may occasionally encounter someone who does not respond in any way to your outstretched hand. When that happens, simply withdraw your hand and ignore the snub. It’s the other person’s problem, not yours.

Knowing when and how to shake hands is an important business skill whether you are working in your own office or if you are traveling to a meeting 5,000 miles away. Always give the impression of someone who is polite and confident by cultivating a firm, but not crushing, grip and always offer your hand when appropriate.

(c) 2007, Lydia Ramsey, Inc. All rights reserved. Reprint rights granted so long as article and by-line are published intact and with all links made live.

Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author. Learn from Lydia by using her four LIVE business etiquette broadcasts on DVD or by reading her newest book “Lydia Ramsey’s Little Book of Table Manners”. You can purchase these business etiquette tools at http://www.mannersthatsell.com/resources/

How an A5 Notebook Turned My Business Around

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One of the biggest problems with working online is the constant temptation to be distracted by stuff, usually emails about the “Latest this, that or other” that you really should have to “Supercharge” your business.

Earlier this year I found myself spending (wasting) more time looking at other peoples sites, products and offers that “might” be useful to me than I was on doing the real work that my business needed.

The result was twofold, first my business wasn’t moving forward anywhere near as fast as I wanted, and second I would end up feeling very frustrated at the end of the day, feeling like I hadn’t got anything valuable done that day.

How did I fix it?

Simple.

I got a small (A5) notebook to keep on my desk that I use to track everything I do each day, I call it my “daily tasks” notebook, although I’m sure it should have a more inspiring nickname with the results it’s given me.

I also keep a seperate “master list” of the stuff I need to get done over the coming month (with some target dates), and at the end of each week update it so that the stuff I want to get done the following week is at the top, in order of importance.

The last thing I do each day is add two items to the top of the next day’s page in the daily tasks notebook.

The first is something that’s real quick and easy to do. The purpose of this item is to help get me started on the right track at the start of each day and to start the “momentum” for the day.

The second item I add is the thing that I most want to put off or avoid, the one thing that is, in my mind, going to be hardest to do, although it seldom turns out that way once I’ve actually started it.

Having completed the first item, it makes it a lot easier to go straight in to the second item.

I’ll then make sure the third “to do” item is something that is actually going to move my business forward in some way and make a positive difference to my earnings.

Only once I’ve got all three of those done will I open my email and see what’s new for the day.

If I only get those three items done, I know it’s been a worthwhile day, but normally, having completed those, I’ve got enough “momentum” that I’ll end up getting a lot more done.

I do still have days where I feel frustrated at not having accomplished enough, but having that daily list to look back on at the end of the day (or week) helps to remind me what I have achieved. It often makes the difference between me feeling like the week has been a washout and feeling that I’ve got somewhere…

And don’t be scared to put the small things on the list, like a 15 min call with someone, whether it’s business related or not. You have to remember that a even a 5 min call actually eats up more of your time than the 5 mins, because it will take you another 5 mins to get back in to focus on what you were doing before the interuption.

It also helps to see where your time has gone each day and help you see what you need to cut down on, outsource or find a better way of managing.

Here’s a couple of extra bits I find useful: -

1. I have two large “White Boards” on my office wall, one of which I use for my “master to do” list with target dates. I don’t update it until the end of the month so I can see what progress I’ve made.

2. Parkinson’s Law. Not sure where I read this one, probably Tim Ferris’ great book: The Four hour Work Week, but it says something like “A task will swell in complexity and difficulty according to the time allocated to complete it.” I’ve found this to be very true. If I set a very tight deadline for a project, it somehow seems easier to get done.

3. This one is probably also from Tim’s book. Twice a day, at pre-set times, I ask myself whether I am just being “busy”, or whether what I am doing actually has real value to my business. This is a great eye opener when you’ve just spent the last hour or so looking at other peoples latest “must have” offer.

Author: Matt Garrett © 2007 http://www.Mat4.com | 4 Minute Internet Marketing Videos

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Signs Are All Around You Are You Reading Them

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Have you ever made a left turn from a “no turn lane”? And even though you may have done it at the same corner 20 times in a row without any consequences, today you see the lights in your rear view.

The officer walks up to your window and asks you for your license and registration. The “no left turn” sign was there all along, yet you chose to ignore it.

Maybe making the left turn at that particular corner was just too convenient, or you wanted a certain parking space that you spied that would save you an extra 5 steps of walking down the street to your favorite lunch spot.

Signs like these are all around us everyday. They point out the right way to go, keep us on the right road, warn us of hazards, direct traffic around trouble areas, and so on.

And every day, people ignore those signs. They feel that the signs don’t apply to them, or “those signs” were for someone else, or “I didn’t like the way the signs made me go, I wanted to go that way” or any number of “reasons” and excuses.

And these are the same people that require “help” when they are off the road, drive into a hazard or just plain “make a mess of things.”

Are you ignoring the signs in your Customer Service Dept?

1. Your customers keep making left turns against the sign, even though it’s posted.Is your staff aware of the procedure or policy? Do they know why it’s in place? Have they been properly trained and understand why this particular sign needs to be followed?

2. Your Customers do not stop at the stop sign; rather they just run through it. Have you really educated your customers about the service you provide? Explained how you can help them within the scope of the service department and the experience they can expect? Educated and trained your staff in all of the policies and procedures? Have you hired the right personnel?

3. No matter how hard you try, your customers keep driving into hazards. Are all of your “hazards” clearly marked?You have taken the time to explain and demonstrate to your customers what to avoid in using your product or service. It’s easier to show them what they can’t do than to extract them from what they did.

4. There seems to be a lot of “traffic congestion.” Nothing is moving very fast. Have you looked at all of your potential roadblocks? And delegated personnel to help handle the extra “traffic” that road blocks, “special events” and “road repairs” seem to generate? Are your signals in sync? Have you installed a new “light” where you thought it might help and now find yourself with “traffic” where you did not expect it?

5. Have your personnel installed a few signs of their own? Like “stop”, “yield” or “caution?” Self installed signs can be a way your personnel are controlling the traffic flow. Say, the week before Christmas, suddenly the appointments or office traffic slows way down as the employees start waiving a “caution flag” to your customers. Think it doesn’t happen?

6. Have you installed your own “slow curves ahead” sign? Stopped thinking about your customer and started thinking about “everything I do” and “why am I not appreciated?” If so, start thinking about how you can correct it. What steps do you need to take to get back “on the road?”

7. And have you installed some “thru traffic” signs lately? Made some adjustments in your department so everyone has a “smooth ride?” Have you run a “traffic break” and let everyone get a little breather or pulled over to take a rest? Sometimes you just got to stop to move forward.

If you don’t take time to “read the signs” and respond appropriately, you might find yourself getting a ticket.

Leonard Buchholz is a Certified Trainer, Speaker and Author. Seminars include subjects like Customer Service, Management and Communications. Known for “High Touch” seminars, participants have takeaways that include 3 immediate goals and long term learning. Leonard is also a dynamic Keynote speaker that can launch your event with enthusiasm and charisma.

Reach him at leonard@bizprotraining.com or call 760-529-5635.

Catalog Printing Getting it Right the First Time Around

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Unlike online blogs or articles, catalog printing or catalogs are a print medium wherein you cannot easily erase or delete errors in your work. Once it is printed, you may have to manually edit such errors by covering them up, pasting stickers on them or blotting them up with a permanent marker.

Catalog design and printing is hard work. You may have probably gotten to a point in your business or career where creating a catalog for your products or services may just well be the next big time. For others, catalog printing really is a milestone.

Here are some pieces of advice you may want to remember when making your catalogs. From planning to execution, you may do well to keep these tips in your head.

1. Set Clear Objectives

Know why it is important to have catalogs at this point in time. It is because you want to reach a wider audience? You want to increase sales? You want to make your product or services more attuned to the right market? You want to establish or launch your brand?

Always consult with your marketing team about the main objective of your catalogs. If you don’t have a marketing team, then benchmark.

2. Benchmark

Benchmarking is useful for beginners. It means you have to study what your competition is doing. The plus side is you have to do it better. Study what and how you can improve, especially with your catalog campaign.

Learn to criticize not just your own moves, but your competitors’ as well and use it to your advantage. If you think their catalogs didn’t use much imagination, and then apply it to yours.

3. Hiring Professionals

Hiring professional graphic designers or layout artists and copy writers need not cost you too much money. There are many freelancers you can tap into to do your campaign for you. However, you have to set certain terms and prepare contracts too so you know you are getting your fair share.

Set deadlines and indicate the terms on what happens if you want or need revisions done. You can meet halfway too and have them make a proposition or a draft according to your campaign.

Pay them for their efforts whether you like the draft or not. If you like it, then you can push through with your catalogs. If not, store it and you just might find use for it in the future.

4. Forget Your Catalog Draft Once It is Done

Do not go rushing to print your catalogs. Even though you have hired professionals, it is always advisable to re-read through everything. You don’t want typographical errors popping up somewhere when the catalog is already printed, don’t you.

Even though you hired a professional and even though the catalog is done, you need to check it again. Forget about it for a day or two. After that, you can have a much clearer and refreshing view of your catalogs and you’ll easily notice mistakes if there are any.

5. Work with a Reliable Printing Company

There are plenty of online printing companies out there. Yet, you would want someone professional with exceptional experience and customer service. Both of these, you can get too at an affordable cost.

You need a catalog printing with great customer service so they can attend to your needs and to your catalogs. Open communication lines make it easier to get through your catalog printing with ease. So, choose a reliable partner and make great catalogs the first time around.

More information on catalog printing services can be found at 4 color digital printing – digital room

Relationships Make The World Go Around 3 Ways To Cultivate And Maximize Your Network

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Why do people make such a big deal when the job they applied for was given to the boss’ friend? – of course his friend got he job, the contract or the recognition.You would have gotten it also if YOU were the boss’ friend.Whether you like it or not – relationships make the world go around.The better your relationships are the faster you will “climb the corporate ladder”, sell your products, or if you’re like me, get contracts to speak or consult.Yet building strong relationships seems like something of the past.We get caught up in the hustle and bustle of life and find that e-mails and text messages are easier to send.Whatever happened to the five minute phone call just to see how someone is doing?It is a rare thing these days.

Here are three ways you can start maximizing your network:

1) For Better or Worse- have you ever dealt with someone that crosses people off their list after one mishap?I have, and I used to be one of them. Dealing with people like that is like walking on eggshells. You never feel comfortable enough to say what’s on your mind for fear of being crossed off the list.To build solid relationships, your friends/co-workers need to know that you will be there for them through the good times and the bad times. This will help them develop trust in you so they will be willing to go out on a limb for you when you need it.We all have bad days and get frustrated at times. But, have you noticed that your bond is stronger with people after you have had an argument and worked through it, than with those you haven’t?I was sitting in a Toastmasters training when the District Governor stood up and said” I appreciate my team for all their hard work.We did not always get along but it was in those times that we grew together and learned from each other”.As profound as that was, one of my girlfriends leaned over to me and whispered “We must grow a lot.” –we both laughed.Her name is Regina and even though we don’t always see eye to eye we always seem to be there for each other, I know I can count on her- for better or worse.

2) Once a Day- no, not the multi vitamin…once a day be in contact with someone in your network, just to talk about what is going on in their lives. NO text messaging – pick up the phone!There is a something so impersonal about a text message. Can you really share your excitement and everything that has been going on in your life in a text?It always blows my mind when people text me and say: hey hvnt tlkd in a whle hows evrythin? – It makes me wonder if they really care because if they did wouldn’t they have picked up the phone and dedicated some time to really listen? Once a day let someone one know that you were thinking about them and wanted to hear how their day is going.One of the biggest misconceptions is that you must be in constant contact with someone to have meaningful relationship. I have found that is not, I repeat not, true as long as when you do talk, you talk about real issues.

3) No Strings Attached-do things for people in your network that have no immediate benefit to you.After you have spent time listening to what is going on in their life.Show that you really listened by sending them a relevant article or asking about it again at another time.This seems simple but not enough people do it. This shows you care enough to remember them, which also always helps build a meaningful relationship.

Don’t let anyone fool you into believing that relationships are not what make the world go around.

One quick story… I met with an Insurance agent last night; I can almost guarantee has convinced me to make a purchase with him. Here is why. He thought I was pretty smart – smart of him!He also remembered aspects from our very first conversation (2months prior) and he showed a genuine interest in my life plans.Although he was there to sell me something, and he was using good sales techniques, I did like the feeling that I was talking to someone who had my best interest at heart.Not only that, but when I couldn’t get my parking validated, he pulled money out of his pocket to pay – he did not HAVE to do that. Okay, it was a business expense but a really nice gesture!Trust me when I say he is exceptional, I have been to other meetings like this and…yeah, you know my point.Making people feel important goes a long way towards making you important to them!

Start today and build your relationships with people in your network of people and notice how situations change in your life and doors start opening.

Jessica Renda has a Master of Business Administration from Old Dominion University and has been successful at building mutually beneficial relationships within her office and with key clients for the past seven years. Jessica lives in Virginia and as a motivational speaker has placed 2nd in the State of Virgina International Speech competition.