GROE 100 Day 17: How you Present Yourself

GROE 100 Day 17: How you Present Yourself

How you dress, both in everyday life and in sales, has a lot to do with your personality.

People often don’t realise just how important the way you’re dressed is on the way people treat you. Knowing and understanding your environment is extremely important, because professionalism and selling yourself is such a huge part of your first impression.

When you’re getting ready for your next meeting, think about how you want to be perceived. Ok, so if you don’t have any meetings… The next time you get ready to go to the grocery store, imagine what would happen if you ran into someone you found attractive. How would you want them to see you? A messy bun and pyjama pants probably aren’t going to do the trick!

Dress for your audience, folks! It doesn’t mean you have to be in a suit and tie 24/7. That would be silly! Once again, consider your audience. A suit and tie might be appropriate for a board room meeting, but not for meeting someone at a coffee shop to discuss insurance options. Always be presentable, and dressed in a way that you can be most confident.

“Style is a reflection of your attitude and your personality”

For example, Nick has an irrational phobia of wrinkles in his clothing. If he finds a wrinkle in his shirt, he not only loses his marbles but is completely thrown off and isn’t nearly as confident. As much enjoyment as his vulnerable moments bring me, an unsure meeting is not something I’d wish on anyone.

Find what makes you feel confident and roll with it. For instance, on days where I go above the bare essentials for makeup are days when I feel most confident. To this day, Nick has never seen me without lipstick (although, there was a close call and I addressed it quickly and discretely). As you can see, our personalities play a major role into what makes us comfortable with others. What’s your thing?

Tomorrow, we’ll be discussing influencers and how they can be your best friends.

Who do your leads look to for advice? Certain people in their life influence their decisions. Building relationships with the right people can expand your network in a hurry.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 16: How to Make a First Impression

GROE 100 Day 16: How to Make a First Impression

First impressions are everything in sales! People decide in the first 20 seconds of meeting you whether they like you or not.

In truth, sales are finding the right people, creating conversations and solving problems. Everyone is in some way a salesperson. Whenever you meet someone, you’re trying to sell a first impression which is ultimately the hardest sale you’ll ever make.

If you approach your sales meetings just like you approach your real life interactions, you’ll be perceived as more confident and they are more likely to like you based on your first impression.

“Everybody is in sales! We all have to sell a first impression and our ideas”

Being perceived well in sales is about two things, confidence and personality. Being confident and carrying yourself well is a very easy way to tell whether or not you’re a rookie or a pro.

Sounding scripted or fake is a way to sink your ship. In reality, people buy you first! Nobody will buy from someone they don’t like or don’t trust. It’s important to just be you!

If you’re selling something which has high competition, nobody will really care to hear every single option that you have available. Nobody has time for that! What they do have time for, is finding someone they trust and are willing to pay more knowing that the person in front of them is not trying to play them!

Tomorrow, we’ll be discussing dressing for success!

How you dress can say a lot about yourself. People are quick to judge because it’s in our nature to do so. Consider how you want to be seen the moment you walk in the door.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 15: Creating a Sense of Urgency

GROE 100 Day 15: Creating a Sense of Urgency

It’s important when speaking with prospects to create a sense of urgency. They know what you have to offer is important, but when will they actually do something about it?

Everyone is different, and they also have different priorities. This is why you need to take it upon yourself to make sure whatever it is you are selling is one of their top priorities. Otherwise, you’re going to have a pretty hard time getting them to sign on the dotted line!

The most effective way to do this is not by just saying “this is important”. Obviously, if it were that easy we would all be millionaires and this blog wouldn’t be necessary! What you should do to consistency build urgency when sitting down with prospects is ask questions that get them involved.

By asking questions which get your prospect seeing themselves using your product/service, it helps them to see its relevance in their own lives and creates the urgency. Asking questions like “how will this make your life different?”, “Can you see how this will save you money or get better results?” will start to put them in the shoes of someone who doesn’t just want your product, but needs it.

“Creating urgency mentally prepares leads to take action!”

It’s important to also start asking questions that get them answering “yes”. The more times they say yes before you present your pricing options, the more likely it is that they will be in a mindset to buy. This is a crucial element to creating urgency because you want them to say yes and you want them to act today. Start by asking more broad questions, and then dig deeper into specific details. You don’t know what else is on their mind… you might be carrying a solution to several of their problems!

If you’ve properly built rapport and trust, your prospect should be more emotionally involved than they were beforehand, and are ready to act on it. Now is the appropriate time to say “are you ready to solve this problem today (or soon if you’re scheduling a meeting)?” and a positive response will tell you to get out your price lists and discuss specific features that reinforce the problems they asked you to solve!

Tomorrow, we’ll be discussing the most common sale, a first impression!

People will always buy into you before they buy your product or service. People look for confidence and try to get a sense of your personality. We’ll discuss how you can add personality to your approaches and meetings to build better relationships.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 14: Prequalifying Leads

GROE 100 Day 14: Prequalifying Leads

Our topic today is the importance of sifting through your prospects to focus on those that are going to be worth your time versus the ones that aren’t. Especially when starting off, it’s very important to prequalify your leads because it will reduce the amount of “no shows” and increase your earnings.

First, you have to find out whether or not they actually have a need for your product and make sure it’s in their price range. Then the key is to establish urgency. The more emphasis you place on their need for what you have to offer, the sooner they will take action and sign the contract.

Sales managers often make the mistake of encouraging that you book and book and book (we’ve been there, done that and wore the matching t-shirts!), but there’s no point in doing this unless you’re pursuing quality leads.

There’s such a misconception with sales and number of appointments. It has nothing to do with the quantity, and everything to do with the quality of prospects you’re sitting down with.

Going through these processes ensure that you’re spending your time most effectively and sitting down with the right people. By creating a situation to be successful, you will not only have a higher show and close ratio, but you’ll also get way better referrals and amazing retention. There is so much that filters into getting to the close, and this is the most important step along the way. Knowing how to properly qualify your leads is essential for making the most of your business!

Tomorrow, we’ll be discussing ways to create a sense of urgency!

Asking the right questions guides the conversation so that you don’t waste your time! Tomorrow we’ll be discussing different techniques that I’ve used to get results in different types of sales.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 13: Scheduling Your Approaches

GROE 100 Day 13: Scheduling Your Approaches

It’s important to plan out your day properly so you can make the most of every day!

Different from timing, scheduling your approaches actually serves as a platform that frames your day. You basically want to make sure you’re doing things when they actually make sense to do them.

Scheduling out your approaches will really help to establish consistency and productivity. By making notes on when it’s easiest to get ahold of people, you can use the slower times to get other things done. For example, a typical day may consist of early morning approaches to start, then calls and administrative tasks so that the afternoon is reserved for meetings (which, for us, is the most common meeting times booked!). I then like to do more calls in the evening, when people are more likely to be home from work, and then the last two hours of my day is always designated to research and learning what I could have done differently in my meetings, sales, etc. There’s no point in me trying to approach people in the afternoon because my prospects aren’t available to talk. It would be a waste of time!

In terms of going out and actually approaching people, the timing is everything! People will not stop and talk to you if they are busy working or in a rush to reach their next destination. Having a quick pitch and approaching at a convenient time, such as lunch time or a slower time of day, you’ll have a higher likelihood of having a productive conversation with this person instead of being immediately dismissed.

LinkedIn approaches and emails are always best done as early as possible, that way it’s the first thing your prospects see when they set at their desk. It’s also nice because you don’t have to worry about waking anyone (once again, a pointless time to do calls!). This is also a great approach because once you reach near the end of your day, they will have had a chance to respond and now all you have to do is follow up!

Speaking of following up, follow up calls are extremely important! Always ensure you make time for follow-ups since that’s where the majority of your sales will come from. Structuring your day to optimize your productivity also really helps you stay focused and get as much done in as little time as possible. The least amount of times you have to pick up that phone, the better! The easiest way to achieve this is by calling when you know they’re there!

Tomorrow, we’ll be discussing pre-qualifying your leads!

Stop wasting your time in meetings with people that don’t want to buy. Pre-qualifying checks to see if they have the need for your product/service and the means to pay for it.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!