by Rick Baker
On Sep 2, 2010
Sales Tweet #34 When you're late hand the Client $100, to be spent on staff. "A donation to remove your bad habit."
The Thinking Behind the Sales Tweet
First: since tweets have to be so darn concise I didn’t insert the words “$100 of your own money”. But, that’s what I meant. Why would I suggest you give your Client $100 of your own money and tell your Client to spend it on co-workers/staff? 2 reasons: (1) hopefully, that personal $100 consequence would make sure you are rarely, if ever, late for meetings and (2) at least your Client will understand you place a value on his/her time. [You can always say something like: I know you are worth more than this $100 but I am not rich…however, I may be rich some day if I can lick this late-for-meetings problem.]
by Rick Baker
On Sep 1, 2010
Sales Tweet #33 Ernest Seller is playing the Sales Genie role: asking Probable Clients to lay 3 wishes on him today.
The Thinking Behind the Sales Tweet
Now – this could be controversial. Ernest Seller thinks asking Probable Clients to tell him what they want takes him closer to getting the sale done. Some of us think he is dead wrong. We agree - asking questions is a tremendous way to obtain information. On the other hand, the questions need to be well-thought-out. When Ernest gets in his Sales Genie mode and offers to grant 3 wishes he regularly gets himself into trouble…the 3 wishes he receives are: lower price, lower price, and lower price. So, with that confirmed, Ernest gets a little carried away and he goes to his boss and asks for 3 price discounts for each Client.
by Rick Baker
On Aug 31, 2010
Sales Tweet #32 Spend some time on LinkedIn. How active are your best Clients today? What are they doing and saying?
The Thinking Behind the Sales Tweet
LinkedIn is a tool: a tool for self-education and a tool for building relationships. If you totally disagree with that comment then don’t read on. If you are still reading then…pick the 10 Clients who impress you the most. Or, pick a mix of Clients and Probable Clients…people who fit the profile of your Ideal Target Client. Now, check out those people on LinkedIn. You probably want to do this on your laptop while watching TV [i.e., this lends itself to multi-tasking]. What are your ‘ideal’ buyers doing on LinkedIn? Are they well-connected? If so, then – to whom? Do they ask LinkedIn Questions? If so, then – what questions? Do they provide answers to other folks’ LinkedIn Questions? If so, then – what types of questions do they answer? What can you learn about your Client by watching what they do? [There are several other LinkedIn things to look at. We will cover them in later tweets.]