Does your company have its own outside sales force? If the answer is no, I have to ask... WHY NOT? Wouldn't you appreciate having a FREE group of trusted business professionals scouting new business opportunities for you every day? I can't imagine doing business any other way, perhaps because I am an avid networking professional and see firsthand the benefits such a force can have on a company. So what does it really mean to be a networker? Simply put, it means helping people; it means I'll scratch your back and you scratch mine. Many professionals think there is no way they could ever give a referral to someone in an industry so different than theirs... but being a networking guru means you must ask yourself:
who do you know that can?
Networking isn't always direct; in fact more times than not it is indirect. Ask yourself, "Who do I know that can be a benefit to this person?" Your list of contacts is deep and wide-- challenge yourself to find a referral for someone starting today. Look through your list of contacts, clients and prospects and think of possible fits. Send an introductory email including both parties with a simple suggestion that the two should meet... include reasons why they are a benefit for each other. Every time I receive a valuable introduction, I always make a point to return the favor! Plus, who doesn't LOVE when other people write nice things about them? This is NETWORKING... people helping people!
Here are a few tips on successful networking:
- Become a visitor. There are so many networking groups out there; however, they are not all a fit for everyone. Visit a group with intent... intent on making 5 good contacts, or even one good contact. Do not feel pressured to join every group you visit. The commitment can become overwhelming if you're involved in too many organized groups. Find the best ones to directly benefit your business and commit to them. Don't ever stop visiting new groups; you can never expand your list of contacts too much! You never know when you may need that one person.
- Set one-on-ones. When you meet a valuable contact, take the time to really get to know them. This can be done over something simple like lunch or coffee. I like to follow this simple 45 minute format: 15 minutes about THEM (personal and professional), 15 minutes about ME personal and professional), and 15 minutes Q & A on what we can do to help each other. Be respectful of the timeframe! Time is important and can't be replaced. Stick to 45 minutes and schedule another meeting if necessary. Learn enough to understand their business and what it takes for them to find a good client; then, help them find opportunities! (Hopefully you're seeing a pattern here that the goal is to help OTHERS!)
- Have regular meetings with your group of trusted professionals. I have found the most beneficial networking groups to be ones formed by individuals that sell to like customers. These groups vary in size and are usually created by a small group of individuals bringing a few contacts each to the table. Over time as your group learns to collaborate, the synergy becomes unstoppable! Suddenly, the time and commitment you've invested becomes well-worth the payoff!
- Ask your existing clients for their referrals. Who provides your clients their services for their business needs? There is probably a good reason why they chose that particular vendor, just as they chose you for your services.
I challenge you to think about business development in a new way... a way that is rewarding in more ways than just a closed sale... a way that allows you to prosper and HELP others to do the same! Happy NETWORKING!
Jen Ellis, Account Consultant
Unified360
As an outsider looking in at the life of a salesperson, one may assume we will say and do just about anything to make a sale. I wish that were untrue universally but I have met countless salespeople that seem to adhere to that philosophy. I'd like to take this opportunity to say that I strongly disagree with that sentiment. I am proud to be a sales person and proud to sell with integrity. Additionally, I feel honored to be surrounded by a team of sales people with the same motto. Through my experience, I have found that most people find success by approaching a sale with a self-less attitude and making every effort to put the customer first. Do we have a product to sell? Of course... but the sales process is guided by representing the
solution that will have the greatest impact for our clients. You can reap so much more when you go into a situation with the other person in mind--take care of yourself by taking care of them first.
How do we do this? We listen. The process consists of listening to our clients' needs and challenges first to understand their frustration. Then, offer a solution that will allow them to better their business in the most valuable and cost efficient way. In my case, I work to find a solution that helps my customers better communicate with clients and internal staff-- one that helps them leverage technology to increase their ROI and efficiency at work. If I can't do that, I walk away. The worst thing a sales person can do is try to sucker someone into buying something they don't need. These people give the rest of us a bad name! But if you can offer a solution that will help someone's business be better than it was before and put those customers first (and you can do it with integrity), then the success of an honest day's work is yours to enjoy.
My original intention was to write a blog to help us sales folks reach a potential customer. But I felt I should address this customer first philosophy before I discussed why we do what we do every day. So here it is: what do we do every day to find that new customer we can help? Calling, telemarketing, prospecting... however you choose to say it, we run every play in the book in order to reach a potential client. We hear many more "no's" than "yes's", but we don't mind; we are salespeople. It's what we do. So how do you keep doing this day in and day out and not become discouraged? You focus. My favorite article entitled The Law of the Little Shovel written by Seth Godin (which I have posted on my desk at home) reminds me how to focus, and stay on the path to yes. And of course, never forget, put the customer first.
The law of the little shovel:
- If you want to dig a big hole, you need to stay in one place.
- If you walk around town with a little shovel, you'll just end up digging thousands of little holes, not one big one.
- Call on one person ten times and you might make the sale. Call on ten people once each and you will likely get ten rejections.
- The important thing to remember is that separate events are often separate. If you use the same ineffective approach on one thousand people, it's not going to start working better just because you use it more often.
- Connected events, on the other hand, often benefit from frequency and trust.
- Which leads to two viable strategies:
1. If you can stay still, stay still. Earn trust; earn the sale by repeatedly demonstrating value and authority.
2. If you can't stay still, get a bigger shovel. Your marketing and your sales pitch has to be so refined and focused that it works the first time, because you don't get a second time.
Sarah Smith, Client Partner
Unified360
No doubt in any business, employees will experience the shining accomplishment of reaching a peak and the terrifying defeat of hitting a valley. Whether you're a huge company like Toyota or a small business like Unified360, everyone faces the highs and lows of their journey to success. The key is to figure out how to make your time at the peaks last longer than the dreaded valley's. Balance, focus, and well-paced "uphill" efforts are what keep you at the top.
One of the biggest mistakes I've seen companies make is, once they reach the top they yell "WE MADE IT!" and the effort is done. Instead of eyeing another peak to climb, boasting accomplishment and fatigue take over and they start tumbling down. They lose sight of replacing the 3-5 deals they won. If companies win 3-5 deals in a quarter, replace them next quarter with 9-15! Now, I can be realistic and see that if a company regularly triples its business every quarter then we'd all be millionaires by now. Of course there will be setbacks and some months will be better than others, but that constant forward effort will ultimately keep moving you up in the end. It's like pacing yourself on an uphill hike. You go faster some days and slower on others. But no matter what, you're still making progress.
There is nothing I'd love more than to have a close ratio at 100%. However, failure is sometimes an unsettling reality in the sales world. If Michael Young of the Texas Rangers finishes the 2011 MLB season with a batting average of .333 (all-star numbers), what an accomplishment that would be! But when you think about it, for every 10 times he goes to the plate he gets 3 hits (30% average).
So is having 3 deals on the table and only closing 2 of them necessarily a bad thing? No, it's simply a reality. In closing, we are at the peak of business and it's important to congratulate each other, no matter how large or small the accomplishment. But don't make the mistake of stopping once you've reached your peak! Even if you have to fight, scratch, claw and dig to stay up there, do it! It'll keep you at the top longer and out of the valleys if you're careful. You owe it to your company and you owe it to yourself. I say, it sure is a lot better reaching for the stars than digging out of a hole.
Brad Jones, Business Development Manager
Unified360
What do you think of when you think of a salesman? Do you imagine someone tall, dark and handsome, with a smooth way of talking you into buying anything? I think not. I'm sure when most of us think of a "salesman" we think of an exasperating person constantly calling our desk phone and NOT leaving messages. So, sales guys and gals, this blog is for you. In one of my recent blog reads I came across an article
Top 10 Sales Mistakes which I found quite interesting and shockingly true. How many mistakes do salespeople make a day? Remember when it comes to leads (especially in this economy) there's no room for excuses or mistakes. So, let's take it back to the basics, here are some common and avoidable mistakes I came across in the article...with my own spin on it of course.
1. Not listening: Okay sales guys, for those of you who are married this should come easily to you... I hope. Don't just listen to what the customer wants, dig a little deeper and research what they NEED. They won't necessarily care about what you have to offer at first... people are much more concerned with their own problems, so listen to them! Listen to what they want but also give them a solution to help them make their company better. Take your time, it shows you care... even if you don't care ACT like you do; they'll appreciate it later.
2. Overselling: Come on guys, keep it short and sweet. Say just enough to get them to take the bait but don't say too much. Your potential client won't want to even consider what you're offering if you become pushy or obnoxious. Learn when to stop selling.
3. Being unprepared: This mistake can be made in many areas of our lives, not just sales. Being unprepared will make you seem flaky and unorganized. Know all the details of what you are trying to sell and be ready for a game of "21 questions". Study the ins and outs of your product... Knowledge is power. You can never know too much.
4. Jumping straight to the sale: A wise man (thanks, Jim) once told me "if you see a cute boy at the bar, you don't just walk up to him and say ‘Hi my name is ____ and I would be perfect for you'. You engage in conversation and get to know him first... then start telling him about yourself and what you do". The same goes for sales. Build that relationship with your new or potential clients. Don't rush into it. If you work to create a strong relationship with your clients, you will get referred to their clients and the leads will start rolling in.
5. Not closing the sale: Well first of all, not closing a deal when promised will definitely NOT make your boss happy. After you have provided your customer with the information they need, ask them if they are ready to buy. This is where the mistake of "overselling" usually comes in. When someone is hesitant to sign a contract, we tend to panic and start overselling. Just relax... ask them if they're ready. Sometimes asking for a sale without being pushy can be just what your customer needs to make their decision.
6. Going off topic: Alright people, when I say "build relationships" I don't mean walking into your customers office and telling them a fifteen minute story about how your child just lost his or her first baby tooth. Make your customer feel comfortable. Remember, they're busy too and they aren't paying you to be there best friend. Be friendly with your customers but keep the off-topic chatter to a minimum, at least during the work day.
7. Not researching your customer: Before trying to sell a CEO something, break the ice with "I saw in your bio that you enjoy golf... I just got back from Hawaii... Played on some beautiful courses out there." Find some common interest without sounding like a stalker; keep it short and sweet. Make your potential client relate to you. The more chances they get to see that you're just like them and not just someone trying to sell them something, the better off you'll be.
8. Judging books by their covers: Never let prejudice over on race, creed, gender, ethnicity or appearance influence you.
9. Not following up on leads: If someone doesn't immediately buy from you, don't be completely discouraged. They may need your product sometime in the near future, especially if they requested information. Don't call your old leads four times a day without leaving messages. Just occasionally follow up with them to see if you can help.
10. Failing to prospect for new customers: Just because you sold that million dollar deal a few months back, doesn't mean you're done selling for the year. A sale like that should make you hungry for more. Always devote time to looking for more customers, even when sales are at their peak. No company can survive without that constant flow of reoccurring revenue and new customers. No business can afford NOT to be prospecting new clients; it just doesn't work that way.
What do you want people to think of when they think of salespeople? We don't have to perpetuate the stereotype. See where you can improve and take advice from those around you. The sale can be made! You just have to find the right way to go about it.
Felicia Cienfuegos, Marketing Coordinator
Unified360
My Pastor has engrained this thought process into my head. Logically speaking, I have understood the meaning and intent of the message. However, it is one thing to understand, another thing entirely to apply it to your life (personally, professionally, etc).
Change and the unknown over being comfortable and content; who would take such a risk? We all have a comfort zone, so to speak. The challenge is how it limits and inhibits our growth potential!
I took a position at Unified360 in February 2009. I risked a lot to put trust and faith in this company and its leadership team. Since I have been here, there has been CHANGE weekly! I was employee 15; we are now at 40+ employees in multiple markets. This growth is happening in a depressed economy! I attribute this growth to two things: 1) Managing and adapting to CHANGE and more importantly, 2) Holding true to the principles our leadership team has set in place from the beginning.
The principles I am speaking of are the "core values and purpose" our owners (Jim & Paul) founded the company on.
Unified360 Purpose & Values
Our Purpose
Unified360 exists to integrate lifelong clients, innovative technology, and industry leading partners in cutting edge communication solutions that deliver improved productivity and profitability of our clients.
Our Values
Innovation
Through innovative thinking, technology, and ideas, we will grow to become the most innovative organization in our local market for our business segment. We practice this innovation by challenging the thinking of our team, clients, and business partners regularly.
Partnering
Through the partnerships we develop with our team member, clients, and other business partners, we practice the process of helping all grow and thrive to achieve success.
Commitment
Our commitment to our team members and clients is proven by our continuous improvement in helping them achieve their goals - business, professional, and personal - making our relationship unmatched by any other organization.
Results
Continuous growth was not only the foundation of Unified360 upon inception but will remain a core value throughout our existence. Growth to Unified360 means personal, professional, and intellectual growth for all of our team and our loyal clients.
Excitement
We challenge ourselves to maintain excitement within our team, partnerships, and community for the success of all. We show this through our quarterly events and family gatherings.
These Core Values are one of the many reasons we continue to grow as we put our customers first!
What I do know is that when you have the end-goal in mind and a foundation to build a business, family or team upon, you will never waiver or fail. This is the foundation that Jim and Paul created a few years ago and we, as the Unified360 family, will continue to build this company on!
I am thankful and honored to be a part of this team of champions! Merry Christmas!
Shawn Fisher, Sr. Account Consultant
Unified360
Unified360 is having a Halloween Extravaganza this Thursday, October 29th at 300Dallas from 3-8 pm. Come for food, drinks & fun with the chance to learn about the latest and greatest of Cisco technology. We are going to be having a drawing for three tickets to the Thanksgiving Day, Dallas Cowboys game. There will also be a costume contest and a special prize will be awarded.This is a great opportunity for you to reach out and network with other local businesses.
We hope to see you there!
Please RSVP here.
Watch the amazing journey of our Director of Sales, Andrew Espitia, featured on WFAA Channel 8 News!
Click here to watch