Guest Article:

** Note: I’m sharing this article from one of my Live Big Mastermind clients, Dr. Richard B. Greene, DBA, SSBB, CMPE  –  Speaker, Author, IronMan Mind Business Coach, who helps executives get to their next level in their professional and personal life. 

Are you in sales? Before you answer that question think about what sales really is.  Most people (except sales professionals) don’t consider themselves to be in sales. I think the reason is that they don’t really know what sales is about. First, let me explain what it is not about.

It is not about convincing or tricking someone into buying a good or service.

Here’s what sales is. Sales is bringing a buyer and seller together with all the right elements of information and need to create a purchase situation. Sales is about problem-solving. Sales is about information sharing. Sales is about influence. Nothing more nothing less.

Everyone uses influence in their lives. We influence our kids to get them to behave the way we’d like them to behave. If you are married or have a partner, you had to influence that person to accept you as a mate. If you have a job, you had to influence the hiring person to hire you. If you are a manager in a company, you have to influence your employees to give you their best. Just telling them to give 100% never works unless you have real influence. Are you starting to get the picture? Sales is all about influence … nothing more nothing less.

One of the things that I’ve found is that the real difference between winning or losing in sales and business is you. Sure, product, service, price, and company reputation are all important. But, at the end of the day, the customer is buying “you”, not those other things.

Company owners and managers of salespeople, don’t be deluded into thinking that it is not “your people” that make you successful. If you don’t believe it look around at other companies in your industry. It doesn’t matter what business you are in. You’ll find many examples of companies with products inferior to the competition that are at the top of the heap. In almost all cases, when you research the cause, you’ll find that it is the “people” that were the major contributor to that company’s success.

So is it important to continuously develop your sales influence? You bet it is! I once met a company owner who was concerned that if he spent money training his salespeople they might take that knowledge and go to another company. I asked him what he thought the biggest risk was; training them and possibly losing them or not investing in making them better, more productive salespeople and getting to keep them! At the end of the sale, it is you who makes the difference.

So now what’s your answer to the question “are you in sales?” Your answer should be “Of course, we are all in sales!”

Developing your skills to influence can help you in all aspects of life; your career and your personal life. Develop those skills and you’ll increase your ability to influence. Increase your ability to influence and you’ll increase your chances for success in life!

To help you get started, I’m giving away a free copy of my latest book, The IronMan Mind Sales Success Formula. Go ahead and get a copy HERE!

Rich

Create Unstoppable Success!

rich greene

 

 

 

 

 

 

 

Dr. Richard B. Greene, DBA, SSBB, CMPE
Speaker, Author, IronMan Mind Business Coach

© Copyright 2018 Amplifier, LLC.
WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEBSITE? To publish this article in your ezine or website please include the following:

Dr. Richard B. Greene is an International Speaker, Best-Selling Author, and Executive Business Coach who helps business executives get to the next level in business, their careers, and their personal lives. Through his IronMan Mind acceleration program, he offers one-on-one coaching, group coaching, live seminars and do-it-yourself development products to significantly increase levels of personal and business success. He’s been featured on radio shows and various new sites including KVCG Radio, The Miami-Herald, The Denver Post, Wall Street Select, Financial News Today, Fox, and ABC. Go online now to get a FREE paperback copy of his acclaimed book, www.IronManSalesSuccessBook.com.

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So where do you start?  What do you do to market and grow your business?

There are so many options right? It’s possible even, that you’re somewhat overwhelmed right now just thinking about it.

Well, I like to start with ‘free first, then pay’ options…how does that sound to you? The reason being is that typically these days people need to experience you somehow or in a couple different ways before they will sign up, buy or pay for anything you have to offer. It’s not always the case but usually. That’s why we give free gifts on our websites, do free talks and teleseminars and why we write articles on our blogs and more.

I usually recommend focusing your marketing in 3 different types of marketing, they are:

1.  Database Marketing

2.  Referral Source Marketing

3.  New Business Marketing

The reason I break it down like this is because most small business owners focus most of their efforts in only one area, going after new business, and they forget or choose not to do much to market to their databases or referral sources which are the easiest to go after!  (Let me explain each and give you some examples.)

Your Database Marketing is marketing to everyone and anyone you know….regardless of your relationship.  This includes your hair dresser, dentist, neighbors and friends.  More than likely everyone you know could be a potential prospect or referral source (but we’ll talk about referral sources separately for this example).

Database Marketing needs to be done via email, mail, phone, social media, in person visits possibly and maybe even fax if you or your customers still use it – the more ways the better!  The goal is to be on top of mind with everyone you know (and those you add to your database too) all the time so if they or someone they know needs your products or services, you are the first person they think of.

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Influence is one of those words that I never thought about too much until just last year in fact. One of my speaker peers and friends mentioned it a couple times during her talk at a conference we both spoke at. When I stopped to think about it, and what having influence truly meant, I was excited to discover that I’d been doing many of the right things to BUILD INFLUENCE all throughout my 11+ year journey as an entrepreneur.

Here are a few thoughts about what I see can help us all Grow Our Influence in order to Make a Difference With Our Messages.

Definition of INFLUENCE: The capacity to have an effect on the character, development, or behavior of someone or something, or the effect itself.

So where do you start?  What can you do to grow your influence?

I’ve identified 4 keys to growing your influence:

  1. Massive marketing to gain exposure
  2. Effective leadership and community building to gain trust
  3. Considerate and conscientious sharing of referrals and resources to gain love
  4. Impactful educating and motivating to gain credibility

You want to have people tell you “I see you everywhere” or “I hear your name everywhere”.

Let’s talk about each one of these independently…

  1. Massive marketing to gain exposure – For marketing, I typically recommend focusing your on 3 different types of marketing (I wrote an article on those two weeks ago), they are:
  2. Database Marketing – communicating with everyone you have access to and that are in your database via email, mail, phone and in person if you can too.
  3. Referral Source Marketing – communicating to see if or how you can help each other via email, mail, phone and social media or in person too if you can. Offer them opportunities to write posts for your blog, be a guest on your radio show if you have one, a teleclass to your list or other way to joint venture.
  4. New Business Marketing – searching out places where your target market is hanging out such as local or national events, virtual conferences or programs, social media sites, publications or radio shows and so much more. Reach out and connect and drive them to a next step.
  5. Effective leadership and community building to gain trust – This has to do with leading in your business, leading a team and building a following of people who love you, trust you, want to be around you or take every training you’ve got to offer and who refer you.
  6. Considerate and conscientious sharing of referrals and resources to gain love – This has to do with really having the spirit of giving first. Finding all sorts of ways to give of your expertise, your content, your time if able and give of your resources. This doesn’t mean you have to give all your products and services away, but being that go-to-gal that people reach out to when they’re looking for answers or a resource or a person and you offering whatever you can in that regard anytime without question.
  7. Impactful educating and motivating to gain credibility – This has to do with your expertise and showing the world what you know, what you do and how you can help others. It’s by providing great content, products and programs. It’s about inspiring and motivating those you come in contact with regardless if they’re paying you or not or even if you remember them three years later; it’s them remembering you and how you impacted their life.

Let’s set examples for the women who follow us, follow in our footsteps online and offline so we can build a truly remarkable, loving world.

Now, if you want more specific examples, steps and samples of ways to do all this then you really want to attend my 3 ½ day Jumpstart Your Marketing® & Sales Summit this April where I lay out everything you need to do to market and build influence in all of these areas.

Join me in April and let’s jumpstart your business! Go to www.LiveBigEvents.com for all the details and sign up today!

About the Author

© Copyright 2014 K. Sawa Marketing international Inc.
WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it:

 

Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear.  She works with highly motivated women entrepreneurs that want to maximize their business to make more money, enjoy more free time and fully embrace your happiest life ever.  Katrina uses online and offline strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too!  Katrina is an author, speaker and coach and she has been featured on the Oprah and Friends XMRadioNetwork, ABC and the CW.  Get her Free Entrepreneur’s Success Kit + couple other gifts online at www.JumpStartYourMarketing.com/freegifts!

 

 

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