0033 – How to Negotiate Like a Pro

“In this episode…”

we’re talking about negotiations. How do you get what you want, without giving up too much?

Teaser Bullets

by the end of this episode you’ll learn:

  • Why you need to learn how to negotiate
  • Top negotiating tips from the pros
  • Top negotiation questions
  • Top negotiating mistakes

Describe the problem

Negotiating is difficult because people have different perceptions of value. You know what you want, and you know what you don’t want, but when you add another person to the mix everything becomes extra complicated. By the end of this episode we’ll get you to a point where you can leave a negotiation happy, without making the other person sad, and isn’t that what we all want anyway?

  • Notes on negotiation?
    • Mediate.com – Frequently Asked Questions about Mediation and Negotiation
      • Frequently Asked Questions about Mediation and Negotiation
        • There are two principle negotiation theories and strategic approaches to negotiation: competitive or positional negotiation; integrative or problem-solving or interest-based negotiation.
          • Competitive negotiation strategy is, essentially, a manipulative approach designed to intimidate the other party to lose confidence in their own case and to accept the competitor’s demands.
          • Competitive negotiation strategy is, essentially, a manipulative approach designed to intimidate the other party to lose confidence in their own case and to accept the competitor’s demands.
  • Why negotiating is important
  • When NOT to negotiate
    • Douglas McCabe PhD
      • When You Should NOT Negotiate and Other Expert Tips
        • When you have not done your research or are ill-prepared
        • When there is a locus-of-authority issue—that is, when the other party sitting at the table does not have the power to consummate a deal
        • When the other side is obviously bargaining in bad faith or using a multitude of unethical tactics
        • When you have reached your bottom line on one or more issues and more movement downward would place you or your firm in a precarious position
  • Top negotiating tips
    • Peter CohanOxStones.com
      • 3 Brilliant Negotiating Tips I Learned From Steve Jobs
        • Dig into the key details – A great entrepreneur has to balance the urge to dive into all the details to ensure the start-up runs perfectly and the need to delegate work to the people she hires. But there are times when you have to dig into the details – especially when your start-up’s future depends on getting them right.
    • Vivian Giang – BusinessInsider.com
      • 7 Negotiation Tips Given To Harvard Business School Students
        • Know the other party – People often think negotiating is all about persuading the other person to think the way you want them to, Deepak Malhotra says. And although that plays a part, “nothing is fundamentally more important than understanding the person on the other side of the table from you.” Who are they? What do they like? What are their interests? What are their constraints?  
    • Mark Hunter (The Sales Hunter) – http://twitter.com/eyesonsaleshttp://www.eyesonsales.com/
      • 10 Tips to Improve Your Negotiation Skills
        • Seek to find alternative solutions that the other person would find of interest.
        • Know how the other party intends to define success in regards to what he is negotiating on with you.
        • Never use a weak voice when offering a solution. It may cause the other party to feel there is something else he can get.
    • Mark Anderson – IP Droughts – http://ipdraughts.wordpress.com/
      • 10 tips for successful contract negotiations
        • If it doesn’t seem right, don’t do it – Over the years, [we’ve] has come to trust his instincts: if the deal (or the other party) smells rotten, it probably is.  If people are asking for things that don’t make sense, or if they bluster when asked for information about their organisation or ultimate owners, there is probably a hidden agenda.  Sometimes, the client’s commercial leader is so keen to make the deal happen – so close to the action – that they don’t realise that there is a strong fishy smell.
    • Alice Boyes, PhDPsychology Todayhttp://www.twitter.com/draliceboyes
      • 7 Negotiating Tips for Anxious or Sensitive People
        • A shocked look – A common tactic buyers use in negotiations is to look visibly shocked when the seller tells them the price of the item. When you tell someone the price of something, be aware of when the potential buyer is using acting shocked as a way to get you to drop your price. Don’t panic and immediately drop your price through the floor.
        • “Fairness” – Keep the “anchoring bias” in mind. The anchoring bias refers to the idea that the price you start negotiations at anchors the conversation, and plays a major role in determining where you end up. For example, as a general rule, if you start your negotiation by offering a price of $300, you’re likely to end up settling at a higher price than if you start your negotiations at a price of $250.
        • An additional tip: Try starting negotiations with a less round number e.g., if you start at $28, the other party might counter with $25, whereas if you start at $25, they’re more likely to counter with $20.
    • David Sherwin (FastCoDesign.com) –
      • 12 Essential Negotiating Strategies For Consultants
        • Make sure your position is realistic – If you wanted two million dollars and a platinum-plated Rolls Royce, negotiations would be difficult. However, if you’re presenting an estimate for a design project and have some strong logic behind your pricing, or some ground as to why your audience will prefer green instead of blue for their new logo, you shouldn’t change your position.
        • Be prepared to say ‘no’ – Be willing to walk away from a negotiation if you think the options available are going to hurt you in the long term. Being willing to say no is important in contract negotiations, and the natural human desire to avoid conflict is a something that potential clients may exploit. It’s okay to say no.

 

  • Top negotiation questions
    • Myra Golden
      • Top 7 Questions About Negotiating with Customers
        • Is it wise to make concessions when negotiating with customers – Every negotiator, even savvy executives, concedes from time to time and as long as the concession makes good business sense, it’s okay. BUT – and this is a BIG but – you need to be aware of what your concessions are saying to customers. A large concession on your part tells the customer he can get a lot more, so he may press you for more. Rapid concessions undermined your company’s creditability. Only make concessions if you have considered all of the alternatives, you feel it will maintain the customer’s loyalty, and when it balances the interests of both your customer and your company.
        • Is it appropriate to negotiate with customers via email – Yes, it is. Ten years ago I would have answered differently, but today email is the preferred communication medium of many of your customers. You need to know that email negotiations tend to take longer than phone and face to face negotiations and email negotiations are less likely to end in agreement. If things become tricky via email, pick up the phone and call your customer.
  • Top negotiation mistakes
    • Barbra Buell
      • Negotiation Strategy: Seven Common Pitfalls to Avoid
        • Poor Planning – Successful negotiators make detailed plans. They know their priorities — and alternatives — should they fail to reach an agreement. You must know your bottom line, your walkaway point. In addition, you need to understand time constraints and know whether this is the only time you will see your opponents in negotiation.
        • After preparing your own agenda, outline the same for your opponents: What are their preferences, alternatives, and bottom line? Once at the bargaining table, test your hypotheses to determine what the opposition’s priorities really are. Prepare a written goal and analysis sheet for yourself.
        • Caving in Too Quickly – Accepting a well-priced deal too quickly can cause anger on the other side, too. If you list a used car for $5,000, you might really be thinking of accepting $4,500. But when your first buyer has it checked by a mechanic and then immediately writes you a check for $5,000 without trying to bargain, how do you feel? Disappointed. You’ll think you sold it for too little. The lesson is: No matter what the price, even if it’s fair, always offer less — if only to make your opponent feel good about the deal. You may come up to full price in the end, but at least your opponent will feel as if he made you work for it. “Never give anyone their first offer; it makes them crazy,” says Neale.
    • Caroline Cenizawww.workreimagined.aarp.com
      • 3 Negotiation Mistakes Even Smart People Make
        • You assume too much – You may be smart, experienced, and a savvy negotiator. But double-check everything, look honestly at the downside, and practice anyway, even if you’ve done this before. Negotiating on your own behalf is different from negotiating for someone else. You will be more anxious and more emotional and therefore more prone to mistakes.
    • Kasey Panettanews.menshealth.com
      • The 6 Biggest Negotiation Mistakes
        • You have an “all or nothing” mentality – You came to win the real-estate game, damn it, and you won’t leave a loser.
        • Do this instead: In some negotiations there will be winners and losers, but viewing the process in general as a game to be won or lost is a mistake, says Latz. Figure out what the other side’s goals are and see if you can finagle both sides so it becomes a win-win situation. For example: Are the old owners really concerned about moving out of their house in 2 weeks, but you’re focused on having them pay for closing costs? Figure out if you can trade a later move-in date for a cheaper closing cost.

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0032 – Become a Master Networker

“In this episode…”

We’re talking about networking and connecting with people that you don’t know, for mutual benefit. How do you do it, and why is it important?

Teaser Bullets

by the end of this episode you’ll learn:

  • Why networking is important
  • Top networking questions to ask
  • Common networking mistakes
  • Top networking tips

Describe the problem

Networking, another ambiguous word that everyone says that they ‘do’, but few really succeed at. How do you even begin to understand how to become a social butterfly for your business, and what do you even ask to get the ball rolling? By the end of this episode, you’ll know the ins and outs of networking and can step out to your next event with the ability to connect confidently.

Insert Main Content

  • Why networking is important
    • Edel Flood – (http://twitter.com/JeanneYocum)Succeeding in Small Business
      • Why networking is important for small businesses
        • A strong network means support – When you are just starting out, it is important to surround yourself with plenty of support and encouragement – and to make contacts that can help you grow your business. Fellow small business owners are a great place to start – you can bounce ideas off each other, share strategies and learn from your collective successes and failures.
    • Kelvin ChanOxBridgeBiotech.com
      • Networking Basics: Why network?
        • Develop new insights and obtain fresh perspectives – Don’t fall into the trap of burying your head in the ground, and upon looking up, realize that the bus has departed without you! Networking will expose you to  numerous perspectives on any given subject, and on hearing more of them, you’ll be able to gain a deeper understanding and can start to generate your own opinions. Deep knowledge of a subject will often show when one engages in genuine discussions. Frequent networking is also really helpful to allow you to find out more about sectors outside your own.
  • Networking Tips
    • John Chapin – (https://twitter.com/johnjchapin)http://www.completeselling.com/
      • How to Network Effectively
        • Do it in-person – While social media and other networking mediums are nice, you can accomplish more in thirty seconds of a face-to-face meeting than you can in a year on LinkedIn, Facebook, or in other social networking arenas. When you meet someone in-person and shake their hand, you become a “real” and more credible person. After you have met someone in-person, then you can ask if you can connect with them via social media. Nothing will build relationships faster and grow business quicker than meeting a lot of people in-person.
        • Note: Get to events early and leave late, many people do the opposite.
    • Chivas Brotherhoodhttp://www.chivasbrotherhood.com/
      • How to Network & Socialize Effectively: A Comprehensive Guide
        • Know Who Will Be There – Have as good a sense of the guest list as you can. Check to see who is on the e-mails or website or just ask around if it’s a more casual, word-of-mouth affair.
        • Once you know who is going to be there, do some research if you don’t know them all that well. You’ll want to know who is representing what companies, and what that company has been in the news for lately — people are always very impressed when you can say, “I saw your latest project in the news last month,” or something to that effect.
    • Diana Moore
      • How to Network and Meet New Clients
        • Be authentic – People tend to think that in order to make an impression or to get promoted they need to pretend to  be someone who they are not. The general rule of thumb shows an opposite result. If you would like to build mutually beneficial business relationships, you need to be who you are and use your natural strengths. Usually people sense insincerity; they don’t want to play games.
    • Kari (Guest Poster) – (http://www.twitter.com/larryjames)Networking HQ Blog
      • Top 10 Tips to Make a Stellar First Impression  
        • A sincere smile breaks the ice and expresses a likable, relaxed demeanor.
        • Stay positive and interested! A good attitude is important to be likable at a party, at a job interview or working an event. People gravitate to those who are happy, flexible and personable.
        • Leaning slightly toward the speaker is inviting and shows that you are involved in the conversation. It also gives the indication you are a good listener – which is very important in this business!
    • Tracey VeltReal Trends Blog
      • Top Producer Secrets: 7 Networking Tips for Success
        • Give to Give, not Receive. “Don’t expect to receive anything,” says Johnson, “Sometimes they simply don’t have anything to give you. Sometimes they can’t help you,” he says. Johnson says that networking is about slow, organic relationship building. If you expect things, then it compromises your integrity. Plus, he says, “You don’t always have anything to offer either. What’s important is that you spend time face-to-face. Don’t overthink networking, it’s not hard you just have to stick to it.
        • Mix it up. “Don’t go in with the same questions every time,” says Johnson. “If someone asks you a good question, remember it and use it at a later date. Keep notes.”

 

  • Top networking questions to ask
    • Al Duncan – (https://twitter.com/DuncanNuggets)http://duncannuggets.com/
      • Million-Dollar Networking Questions
        • What do you love most about what you do? – This question keeps happy feelings in the air. And just in case you’re wondering whether or not it’s a good idea to ask what a person likes the least about what he or she does, the answer is no, unless you’re in the same line of work or major.
        • In which case, the answer will help you to find a common enemy IF you dislike the same things. If not, then disagreement ensues. My advice is to keep it positive whenever possible.
    • Brian Hilliard – (http://agitoconsulting.com/)
      • Networking Like a Pro: Three Easy Questions to Help You Stand Out
        • And if we know that networking is less about meeting new people than having them remember you after the fact, then keeping these techniques in mind is a great first step in helping you stand out from the crowd.
        • Oh I see. So what got you started in that direction? – This is a great question to ask during the latter stages of the conversation, and of the three questions we’ve talked about, this will usually elicit the longest response.
        • And that’s good too, because now we’re getting ready to wind down our conversation, but not before we get a chance to learn a little bit about what motivates this person, and he go to where he is today.
  • Common networking mistakes
    • Michael Goldberg (Life Health Pro) – www.twitter.com/MEGoldberghttp://knockoutnetworking.com/
      • 10 networking mistakes to avoid
        • Losing focus – At networking events, it’s great to be a social butterfly and flutter around talking about movies, vacation spots and children’s birthday parties. You should have fun. But remember why you’re there, whether it’s to gain more business, land a job, learn something or solve a problem. If you’re there for social networking (as in making friends and landing dates) then it’s a different business plan and probably a different meeting altogether — but my remaining points still apply.
        • Not getting involved in the event itselfPut yourself to work! Introduce yourself to the event planner or coordinator and offer to help with handing out paperwork, running the raffle, greeting, registration, arranging furniture, whatever. Bottom line: Get involved. Even if those in charge don’t need your help, they will remember that you asked. Often it’s the thought that counts. Being a mover and shaker always translates into being a mover and shaker.
    • Careerealism – (www.Careerealism.com)  
      • 10 Most Common Networking Mistakes
        • Neglecting The Power Of Face-To-Face Contact – Job seekers “want to do everything online, without actually pressing the flesh and meeting people in person,” said networking and communications technology expert, David Strom. “There is no substitute for getting out there and introducing yourself to people who might know someone who is hiring.”
        • Not Meeting Enough People – Although you want to build strong relationships with your networking contacts, the goal is to meet as many people as possible when you’re at networking events, says an article on MasterMind Connections – a site led by business coach, Chad Coe.
        • “Ask questions and, presuming you see a fit, politely ask for their card and ask for permission to stay in touch,” states Coe. “Remember, this is not the time to make a sales presentation or to tell your life story. It is the time to spend a few minutes of quality time with someone new and then move on to meet a new prospect.”

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0031 – Creating Masterful Email Headlines

“In this episode…”

We’re talking all about crafting the perfect headline in your sales and marketing emails. What makes people open or trash your email messages?

Teaser Bullets

by the end of this episode you’ll learn:

  • Why are Email Headlines Important?
  • What types of Headlines Capture Attention?
  • Techniques for Great Headlines.
  • What Words Increase/Decrease Open Rates?

Describe the problem

Back in the day, we used to get alot of mail. Too much mail, most of it went in the trash and we jumped up and down whenever we got an email on our fancy pentium 1 computers, Now some of us get up to 1000 emails a day and do cartwheels when we find that our mailbox is magically not-empty. How do you get heard through the noise of newsletters, sales solicitations, spam filters, colleagues, and friends to get your reader to open your email? By the end of this episode, you’ll be able to craft email headlines that demand to be read.

Insert Main Content

  • Why are Email Headlines Important?
  • What types of Headlines Capture Attention?
    • Mike Hamers -( https://twitter.com/mktgcopywriter)http://www.writedirection.com/
      • 5 Reasons Why Using Numbers in Your Headlines Works
        • CLEAR ORGANIZATION: Essential for speed reading – I am busy and I read a number of blog posts daily, mostly as I’m doing other things, like eating breakfast, listening to music, on hold with tech support, etc. Reading a blog with numbers allows me to skim the first line of every numbered entry to check for relevance without having to read all the way through. Although we can only read a few hundred words per minute without sacrificing memory, a numbered article entry lets the reader get right to what they’re looking for.
        • SUBSTANCE: The promise of something specific – I’m constantly disappointed in blogs and newsletters I read where I see a title I like, click on it, skim the first paragraph, only to find that the title has nothing to do with the content.Or the content lacked enough substance or structure to be any good.
    • Paul KrubinDirect Contact PR
    • Tweaky, Inchttps://twitter.com/tweakyinc
      • What types of headlines grab attention?
        • “How To” Headlines – These headlines tell users what they stand to learn from you. Of course, this has to be something they would want to learn in the first place! You’ll realize that this post itself has a How To Headline.
        • “Call to Action” Headlines – These headlines don’t focus on a benefit; rather, they tell your reader to do something that will benefit them. This is particularly effective in attracting readers to sales and special promotions.
    • Vickie Elmer (https://twitter.com/WorkingKind) – http://workingkind.com/
      • Craft a LinkedIn Headline That Captures a Recruiters Attention
        • How Much Creativity and Personality Will You Show – This depends partly on your industry and your attitude. You want to differentiate yourself from other profiles that also may show up in a recruiter’s search, Schaffer said. Plus you want to humanize yourself so you seem more approachable online, Canfield added.
        • Choose words creatively but make sure they support your brand, said Neal Schaffer, president of Windmills Marketing and author of two books on LinkedIn.

 

  • Rub it in their faces with the headline.
        • Let’s say your site is about gardening. Maybe your audience shares insecurity about what their neighbors think about your readers’ gardens. So, here’s what the headline could be: “7 Ways to Make Your Neighbors Stop Laughing at Your Garden”. For struggling businesses, your headline can be as simple as “You’re Losing Customers”. That will get their attention. If you hit a nerve – which you should – they can’t help but read on.
    • Chris Hexon (https://twitter.com/chexton) – http://www.chrishexton.com/
      • 5 Email Subject Line Strategies That Will Increase Your Open Rates
        • Be Specific – It’s important to be clear about each campaign you’re working on as, just like writing any other copy, a lot of psychology is at play when it comes to the subject line. Whenever you’re working on a subject line you need to be absolutely clear about your goal.
        • When it comes to notifications (transactional emails) the best approach to subject lines is usually to be specific and let customers know exactly what they’re about to open. This might sound counter-productive but by letting the recipient know why you’re sending the email and what to expect is the best way to get their attention. The best way to get customers to open your emails is to get to the point. This doesn’t mean you need to reveal everything but, assuming your email is actually targeting a relevant segment, being upfront and honest will get opens.
    • Casey Newman (Knotice) – (https://twitter.com/knotice)
      • Creating Great Email Headlines
        • Test, Test, Test – When most of us think of making improvements to our campaigns, testing comes to mind. You’ve thought about testing copy, images, layout, etc. But have you also considered testing email subject lines?
  • What Words Increase/Decrease Open Rates

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0030 – Finding a Business Mentor

“In this episode…”

We’re discussing how to find a business mentor. Where do you look for, and who do you look to, to take your business idea to the next level.

Teaser Bullets

by the end of this episode you’ll learn:

  • What does a business mentor do?
  • Why should you consider having one?
  • What traits should you look for in a business mentor?
  • Where can you find a business mentor?

Describe the problem

A success quote that I often hear is, “To get what others have, you must do what others do”. For this reason many new entrepreneurs look for mentors to guide them along the business path, but it’s difficult to know who to ask, when to get one, and what you can offer someone who already has the success that you want. By the end of this episode, you’ll have all the tools that you need to take that leap and get the business mentor you need for your business.

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0027 – How to Create Contagious Content

“In this episode…”

We’re discussing what makes people share content. What drives someone to send something you pake no to another person.

Teaser Bullets

by the end of this episode you’ll learn:

  • Why do people share content?
  • How can you make your content more shareable?
  • What keeps your content from being shared.

Describe the problem

If making content is a hit, and having someone read it is a home run, then having someone share your content is like a grand slam and everyone wants their content to be shared, but how do you ensure that? What are the reasons people share content, and why would they decline to? By the end of this episode, you’ll know how to create the content that people love to send to someone else.

what does all this mean for social commerce?  Simple, if you want to shift stock with social media get people to talk about themselves, not your products.  Your product should feature, but it’s the support role, not the leading role.

  • How can you make your content more shareable?
    • Maria Duronhttps://twitter.com/mariaduron
      • Click to Tweet Your Brand
        • Make engagement a habit. People use social media to interact with others. As such, establish a relationship with your target audience through honest and real conversations. Respond to their queries, suggestions, and concerns. In case issues arise, do not leave any concern left unanswered even if you are yet to find a solution to that concern. It brings a sense of importance to your customers that you are mindful of their issues and you are taking steps to address them.
    • Sandra Martini –  https://twitter.com/SandraMartini
      • 5 ways to help your clients and readers share your content
        • Reward those who share – Thank them publicly and offer them incentives/rewards they can’t get otherwise.  This could mean exclusive content/special reports not available publicly (if you’re a service provider) or a special version of a product (if you’re a “widget maker”).  Having an event?  Recognize them as VIPs.  
    • Ginny Soskeyhttps://twitter.com/gsosk
    • Melissa Rudyhttps://twitter.com/MelissaRudy
      • How to Encourage Blog Readers to Share Your Content
        • Write content that’s worth reading – This is the most important step in getting people to share your content—and hopefully, you’re already doing it. If your posts are sloppy, obviously written in haste, and filled with spelling and grammar mistakes, no one’s going to feel like sharing them.

Aside from being well-written, your posts should provide something of value to readers—whether it’s information, entertainment, or an engaging new take on a familiar topic.  

    • Allison Novachttps://twitter.com/allisonnovakRSM
      • Is Your Content Going Anywhere? 7 Tips for Social Sharing
        • Share smarter. There are many easy ways to make social sharing less time consuming and more effective. Adding the right social plugins to your blog, for instance, can make it very easy for readers to share your content. Check out the plugin we use – AddtoAny – underneath my name on this post. Readers can use this plugin to share on virtually any social or bookmarking site on the Internet. Also, notice the social sharing buttons at the end of this post before my bio (also pictured below). Again, anyone reading this post can post it to their own personal social networks with a click of one of those buttons. The meta title and description for this post will display for Facebook, LinkedIn, and Google+, so it’s practically all done for you!
  • What keeps your content from being shared.
    • Joanne Jacobshttps://twitter.com/joannejacobs
      • What stops people sharing?
        • Oversharing
        • Oversharing, as a recent WSJ article notes, is an inhibitor to sharing. As users become more regular sharers of content online, their audiences change in accordance with the information they share. If they share too much information about their personal lives, or if they begin to automate sharing of third party content, they quickly discover that their audiences stop watching their feeds. They soon learn to moderate the content they share and to ensure they are not spamming or otherwise repulsing their audiences.
    • Angus Nelsonhttps://twitter.com/angusnelson
    • Dan Kernhttps://twitter.com/kernmedia
      • The Crappy Content Checklist
        • Don’t Use Images – Whoever said, “A picture is worth a thousand words,” was lying. People hate images. Don’t you know that secret? We’re kidding. They increase average visitor duration, help keep people from bouncing off of your webpage, and ultimately make your content look more attractive. Those aren’t the type of things you’re looking for when you’re trying to provide a miserable experience for your site readers.
        • Avoid Call to Action Buttons – Site visitors really enjoy a challenge when trying to find out how to buy your product or continue to the next step in your actionable process.  A great way to decrease conversion rate is to avoid using big, colorful, conveniently-placed buttons that make it clear to people how to take the next step.
        • Write Super Long Paragraphs – Online readers like to move fast, so if you want to make their reading experience terrible, use super long paragraphs. Not only will they not read them, they will also probably never come back to your website again. Caveat: If you cover a topic that practically no one else does on the internet, which is rare these days, you might actually retain the visitor. But, they’ll still think your website sucks.

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0026 – An Effective Guide to Closing More Sales

“In this episode…”

We’re discussing the art of closing the sale. How do you get that final ‘yes’ from your customers?

Teaser Bullets

by the end of this episode you’ll learn:

  • How to Ask or the Sale
  • Tips on Closing a Sale
  • Overcoming fear of Closing
  • Overcoming Closing mistakes.

Describe the problem

So you’ve got someone who needs your services, you’ve met with them, spoken a few times, shown them the prices, and now it’s decision time. So much training goes into the art of closing the sale, so we can’t give you everything in one episode, but by the end of this episode you’ll be able to confidently build a personalized closing style of your own.

  • How to Ask or the Sale
    • Peggy Carlawhttps://twitter.com/pcarlaw
      • Ask for the Sale!
        • Asking for the sale is the efficient thing to do. If you truly believe in what you’re selling, you’ll want to successfully meet the needs of as many prospects and customers as possible. Asking for the sale helps you do this by encountering any concerns or objections to overcome in this sale, or by giving the customer the right to say “no” and letting you move on to the next potential customer.
  • Tips on Closing a Sale
    • S. Anthony Iannariohttps://twitter.com/iannarino
    • Jenny Jedeikinhttps://twitter.com/jedeikin
      • Learn from Sales Experts: 7 Ways to Close More Sales
        • Persuading the Buyer to get more results – Sellers still have to be able to show a buyer how the ROI for their product or service is well worth the expense and effort. “This basic ability is nothing new,” says Doerr. “It’s simply that the winners do a much better job of it.”
    • Laura Nuhaanhttps://twitter.com/TheAndetaGroup
      • Social Selling and Sushi: 5 Ways to Close More Sales
        • Leverage Social Media – Leverage social media as a customer retention and customer advocacy tool. You can motivate your customer to share positive information, reward them or complement them using social networks and maintain a close relationship in person and through the social network. The same applies to possible negative remarks made by your customer. You have to monitor these and react adequately. Ignoring negative remarks can have negative implications.
  • Overcoming fear of Closing
    • MTD Sales Traininghttps://twitter.com/sales_training
      • How To Overcome The Fear Of Rejection In Sales
        • Put the Fear in Perspective – When you, even subconsciously, feel that so much is at stake, you naturally fear. Therefore, you first need to put the situation in its proper perceptive. When you ask for that sale, what is it that is really at stake? You are about to ask for the sale in which there is a potential commission of £1,000 on the table. Naturally, you feel that if rejected, you lose £1,000. However, that is not true.
    • Andrew Spencehttps://twitter.com/andrewspenceIM
      • 4 Tips To Help Overcome the Mighty Fear of MLM Rejection
        • See opportunities – Once you change your perspective 1 rejection becomes 1 opportunity for growth. Successful marketers know each rejection is no rejection at all, but an opportunity to learn more about yourself and your fears.

Contract – Salespeople like this word, but customers see it as something binding. Try “agreement.”

Sign – “Sign on the dotted line” — who likes that? Try getting a customer’s “approval” instead.

Buy – It’s the most painful part of shopping — shelling out the money. Try promoting the benefits of “owning” the product instead.

    • The Three Biggest Sales Mistakes You Should Never Make
      • Focusing presentations on ‘What’ instead of ‘How’ –  On the surface, those sorts of presentations are impressive. They typically include lengthy proposal documents which are often accompanied by a host of multimedia presentations filled not only with charts and graphs, but also illustrations and animations—all designed to support that which is being presented. But on closer examination, they fall apart. Prospects not only want to know what you are going to do, but more importantly, they want to know how you are going to do it. You must be crystal clear about how you are going to accomplish the outcome the prospect desires. If you don’t establish a clear and unambiguous connection between the “what” and the “how” during your presentation, you’ll lose the opportunity to the salesperson who does.
  • Kelley Robertsonhttps://twitter.com/Kel_Robertson
    • 13 Tiny Sales Mistakes That Cost You Big Money
      • Failing to ask for a commitment during each sales call. Every call MUST end with some type of commitment. Saying something like, “I’ll call you next week” doesn’t count. Gain specific agreement for the next steps.

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.

0025 – Creating a Personal Brand

What is personal brand

    • Personal Brand and Its Impact on Your Career
    • Let me paint you picture. You’re on your way to a meeting. While your colleagues are waiting for you, one leans over to the other and says “Who’s Lindsey? I haven’t met her yet.” Your personal brand is their answer to that question. It’s how others describe you and what they say about you when you’re not in the room.
  • Cherhttp://sociallyactive.ca
    • Do you agree or disagree with my definition of Personal Branding?
    • Personal branding is the process of intentionally differentiating, managing and influencing how people percieve and experience your unique combination of skills, talents and knowledge both in personal and online to achieve specific goals, establish credibility, showcase your personality, advance your career and build your future.
  • What are the right things to do to repair your personal brand
  • Elaine Joli – https://twitter.com/ElaineJoli
    • 3 Things Sure to Make People Fall in Love with Your Personal Brand
    • Marketing your personal brand should not be a blobby, shapeless, unstructured effort. Nor should most entrepreneurs take the ‘Kardashian approach’. To effectively put your best foot forward, you must first determine your target audience, find out where they will best respond to your message, prepare a value statement and then engage and delight them. Simply put, you’ll need to develop relationships so people will want to do business with you, hire you, work with you, work for you, refer you and help you.
  • Dorothy Tannahill-Moran – https://twitter.com/dorothynext
    • Is It Possible To Repair Your Reputation at Work?
    • As a result, the problem you are facing is whether or not you can restore your personal brand enough to get you back into a positive career growth path.  Good question.  There are way too many variables to prescribe a set of steps that will guarantee a great outcome.  However, there are things you can do to help your situation and some decision milestones you need to have the courage to make.

Listener Questions/Hotline Plug

  • Question
  • Hotline 4043693839

 

Segment II

  • How to repair your personal brand
  • Dorie Clarkhttps://twitter.com/dorieclark
    • How to Reinvent Your Personal Brand
    • First, you need to develop a detailed understanding of where you want to go, and the knowledge and skills necessary to get there. If you’ve been a techie for the past decade, you may understand every new marketing toy out there, from Facebook to Foursquare. But can you effectively convey that knowledge to a non-technical audience? Learning the skills you need will help you gain the confidence necessary to start identifying (and publicizing) yourself in your new identity.
  • Is it time for personal rebranding and is that possible?
  • Nick Inglishttps://twitter.com/nickinglis
    • Is It Time For A Personal Rebrand?
    • In many people’s careers, mine included, you sometimes get to the point where you’ve run out of room in your personal brand. For me, I had a stellar career in finance but got to the point where I no longer enjoyed the work or the brand that I’d built up for myself as the “young financial guru”. It was time for a reset.

 

  • Alexia Leachmanhttps://twitter.com/AlexiaL
    • Is It Possible To Repair A Damaged Personal Brand?
    • Apologise. And mean it. Show you understand why an apology was necessary in the first place. Vow to improve. And be consistent with your actions (in other words make it a behavioural change rather than just a one-off). Move on. Accept what happened then get on with your life. It may take others longer to accept but they can take their ‘moving on’ cues from you…

Contact Us/Review

  • Hotline (Call/Text)
  • Email
  • Twitter/Facebook (subdomain)

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open. We’ll talk soon.