Closing Corporate Sales

"Companies should identify potential customers outside their immediate circle of influence and court them.. 50 % of getting more corporate clients is making the 'date', 25% is showing up and the other 25% is showing what you have to offer. It's in the first 50% where most people fail!"

Are you looking for more corporate clients to add to your list of those served?

If so, here’s a few tips to jump start your efforts.

Before you begin calling on corporate prospects, put the law of attraction principles to into practice. Visualize the company or type of company you're going after, what you will say to the prospect, how you plan to present your company, and what questions you will ask so that you will learn what goals and challenges the client currently has.

When making sales calls be specific to each account’s needs – if you are a small business chances are you handle the calls yourself – it is important to tailor their needs to the benefits you can offer.

Begin any written proposals with an overview of those needs and how you can meet them. Corporate clients are more interested in what you can do for them than the history of your company.When you do those in-person meetings be sure to ask lots of questions so you can ascertain the client’s needs and customize a program suitable to him.

When you do go over the history and the overall benefits of doing business with you, be brief and try to only include pertinent facts about your company that will build the prospects confidence in doing business with you.

Include personal testimonials and show your “track record” of satisfying your customers’ needs. Read my Tips on Gathering Testimonials.

Whenever possible, present your written proposal in person. It may be the number one thing that sets you apart from others also vying to do business with that company.

Send a follow-up letter summarizing the benefits you can offer the corporate prospect demonstrating your confidence that you can deliver on those promises.Make your calls early in the day or after hours. While many top executives are still in their offices, their assistants aren’t – so your calls are more likely to get through as no on is there screening them.

Be persistent – keep calling until you get through – leave positive uplifting messages (never say – “you never return my calls” – reinforce to the receiver that you understand just how busy she is and again ask for a return call and or an appointment.

Here's to closing more corporate sales...

Heidi

The Power of "Masterminds" or HER Masterminds!

“When two or more minds come together for a purpose, the purpose becomes greater than the being.” Napoleon Hill

I recently took over an existing RYZE Network (the SHE Network) and renamed it HER Mastermind Network. The reason for the name change was to give the network a name that truly reflected our personality and what it is we do on this social networking site.

You see, I think of social networking as a sort of mastermind group. Although these types of forums tend to be much larger than a traditional mastermind, the idea is the same. To learn from a variety of perspectives, to get ideas from more people, to brainstorm ways to tackle everyday challenges... and more.

Here's my definition of a mastermind group: "it is a group of people who meet on a regular basis to exchange ideas, seek the advice of the group and solicit feedback from. It is a resource center of new ideas."

Many small business owners feel isolated and that no one really understands the challenges you face in your business. A Mastermind Group or Network will lessen that isolated feeling.

Over the yearsI have been involved in several masterminds. Some of them meet/met in person, some were and are online exchange between female speakers around the world. Some were started by others and I was invited to attend, some were co-founded by me.

Each of them have helped me both professional and personally, taking my businesses to new levels of success and helping me to crystalize what my purpose in life is. They have helped me to find out what it was I was really working toward, helped me set and achieve goals and offered the kind of encouragement that was necessary when things didn't always go my way. So I thought it would be a good idea to share some of the things I and others have discovered from participating in a mastermind group.

The first thing you need to do is know what it is you want from a mastermind group and what you can contribute to the group.

Highly successful mastermind groups work best when you follow a few simple guidelines:

1. When deciding who would best fit in your group, choose people who have specialized knowledge you lack. Enlisting people with very different outlooks strengthens a mastermind group.

2. Make a time commitment and stick to it. It doesn't matter if you meet once a week or once a month. The point is that when you decide the frequency, make the commitment, don't allow anything except serious emergencies to interfere with your date.

3. Create an agenda to follow. This provides a sense of order during your meetings. Sample agendas might include open discussion at the beginning of the meeting and then focusing on individual challenges for about 20 minutes each.

One of my in-person group (of 6) focuses on one member's challenge each meeting with the others offering their feedback or advice. Each member gets her turn to share. This is very powerful because each of us learns something from the other's challenge. My online group meets in a "chat room" and we each ask a question (there are 5 of us). The other 4 offer their responses. We meet for approximately one hour and we have open discussion at the end of the meeting if there is time.

4. Our in-person meetings are fun. We meet in a different place each month, and it has become as much a social event as an educational experience.

5. Keep it Small and Simple. If your group is too large you run into the challenge of everyone not having sufficient time to present their own challenges. Groups of 4 to 7 work seem to work best.

6. Decide on your rules of engagement in the very beginning. My in-person group openly discusses details of our companies with the understanding that our "inside" secrets" are never divulged outside of our group.

7. Depending on the nature of your group you might consider assigning a facilitator for each meeting to keep the group on target. You learn to facilitate by doing it.

Another key component I should mention is that a true mastermind has an accountability component - that means we help one another achieve our goals by asking how we are doing, offering encouragement and "holding our feet to the fire."

I love the interaction and dynamic flow of ideas that occur during my mastermind group meetings, and cannot wait to get to work on everyone's suggestions. It is exciting to see the results at the end of the year.

When you create your own mastermind group you will see an immediate change in how you approach your own challenges. And the other benefit is that it makes you really look at problems from a new perspective - you find that business owners are more alike than different even when we "sell" a different product or solution to our own target audience.

Being involved in mastermind groups for more than 15 years has been more rewarding for me than I could ever describe, in that I have received so much more than I could ever give back.

If you are not currently involved in a mastermind, I strongly suggest you begin by making a list of the people you would want on your team – I call it your "dream team" - to help your business grow. It may be the best step you take for your business this year!

Warmest regards,

Heidi

First Jobs... Conversation Starters

"Informal conversation is probably the oldest mechanism by which opinions on products and brands are developed, expressed, and spread." Johan Arndt

As an avid networker, one of the questions I often ask during conversations is what was (or is) the best job you have ever had? Learning about what others have done in their lives is a great way to create a stronger bond with that person.

I am also very interested in knowing how the person I am talking to chose their current career. Was it on purpose, by accident... did they just fall into it, other? It is amazing how much people are willing to share when you ask this and it's a great way to put you and the person you are talking to at ease. Another follow up question might be "And what job, business or career did you have prior to doing what you do today? Were you a stay at home mom (or are you now), did you work for someone else, did you totally change professions? "

Finding one or two key questions to ask helps put you and the person you are talking to at ease. And it works with for people at any level of the organizational pyramid. So here's my story (the readers digest version):

My first real job (not counting babysitting, housecleaning and ironing for working moms) was in a Fish and Chips place (I was a senior in High School). I was known for making cole slaw faster than anyone - and talking too much!

My second job was an office - I was a receptionist (Summer before college). Although the pay was better, (and I got to talk to everyone), I didn't much like that and decided it was not in my future. It occurred to me that if I ever did decide to work in an office again (which I have not since) it would be my own and it would be the corner office with a window :).

My third, fourth and fifth jobs were my freshman year of college - I worked at a car-wash on weekends, a department store 2 days a week (days off from school) and 3 nights a week worked the graveyard shift at a Jack in the Box! Sleep was something I treasured so I didn't have much of a life!

I got married my sophomore year, worked as a waitress in a Diner and then moved from California to Florida when my first husband got out of the Navy. We started buying rental property and for the next 7 or 8 years of my life I managed 21 rental units.

About that time, we bought a child care center and for almost 3 years I ran the center which was a 24/7 operation. Our best customers were nurses, taxicab drivers and exotic dancers :). We sold that in 1980 and for a short time I again ran the rental property business which then increased to 67 units.

We decided to start selling property and hired a management company to run the rest. I also worked part time for a friend who was an occupational therapist - I was an therapist assistant in training - it was not for me.

In 1981 we purchased my florist - Eden Florist & Gift Baskets and for the last 26 years I have been going there almost every day. I love the shop, my staff and my customers. However, retail has changed a lot over the years and I am getting a little bored with it.

In 2003 my partner (also my youngest daughter) and I started the Women's eCommerce Association, International which has evolved into the WECAI Network™. Each and every day is exciting! I love booting up the computer and meeting wonderful women (and men) from around the world). And let's not forget all the great technology - learning something new fills me up.

If you want to get really good at networking use these questions or come up with your own. Be a good interviewer. Ask open-ended questions to get people to "open up" and talk about themselves.

One of my favorite quotes is "people don't care how much you know until they know how much you care." Show them how much you care by asking Questions! So that's my story! There's more, but I think I've shared enough for now. It's your turn to answer those questions.


Heidi

A Tribute to Fathers

"My father gave me the greatest gift anyone could give another person, he believed in me."
Jim Valvano

Father's Day has special meaning to me and so I am posting a tribute to all the men in my life that mean a great deal to me and truly represent what fatherhood is all about.

In 1993 my mother died and I was left an orphan (sort of). You see I had never met my birth father and was not sure I wanted to. My mother had been married four times and none of these men were exactly the epitomy of good fathers.

However, in 1999 I was on a spiritual journey and decided to look for him. I picked up the phone and contacted Lee, a local private investigator who was a member of one of the Chambers of Commerce to which I belong. The only information I had about my father was his name, date and place of birth and that he lived in NYC in the 50's. In less than an hour Lee called me back with his address and phone number.

It took me 3 years (and a couple of glasses of wine with my dear friend Linda Stein) to finally get up the nerve to contact him. She helped me write the letter I eventually sent to him - a few months later. I sent the letter in a birthday card and said I would just like to introduce myself. He wrote back to say how brave I was to have written, not knowing how he might respond. He also said he was glad I contacted him because he had no other children.

That's only the beginning of our story. He has turned out to be an incredible person. We have a wonderful relationship and he even gave me away at my wedding in November 2005.

Every day I am grateful that I didn't wait to long to contact him - we had already missed so much and the very thought that he could have passed away before I had the opportunity to at least meet him makes me realize just how "lucky" I am to have done so just at that moment.

In addition to my incredible DAD, I have an equally wonderful husband. We have been together for almost 16 years and in 2005 decided to get married. It is the best decision I ever made! It was a beautiful wedding to the most beautiful, romantic, caring, compassionate and smart man I know. Timmy is not only my best friend, he is the perfect step father to my children. They love him very much.

The third man in my life to pay tribute to is my son-in-law Henry, the father of my two absolutely beautiful redhaired grandchildren. He is the son I never had! He is a good father, husband and loving son in law - his quirky sense of humor makes him perfect fit for our family! And he's a redhead too!

The fourth man in my life to pay tribute to is Bill Mooney, my father in law. If there were a store to "order" the perfect father in law, I would have chosen Bill. He is kind, compassionate, has a great IRISH sense of humor and he's even smarter than his son! I just love to be around him. Like father, like son.

And finally I'd just like to say how lucky I am to not only have these men in my life, I also have a very special (former) father in law. Even though his son and I got divorced, Fred is still very much a part of our lives. He celebrates all ocassions with us and has been a very supportive part of my life through many trials and tribulations as well as triumphs.

Thank you to all the men in all our lives, be they fathers, sons, brothers, friends - Happy Father's Day!

"Be kind to thy father, for when thou wert young,Who loved thee so fondly as he? He caught the first accents that fell from thy tongue, And joined in thy innocent glee." Margaret Courtney

Wishing you a wonderful Father's Day... and then some!

Heidi Richards

“Sometimes the poorest man leaves his children the richest inheritance.” Anne Sexton

Whenever I feel the sun on my face, I know it is Alexis smiling at me and saying "I love you, Mommy."

I am a member of a number of social networking sites, including RYZE. The other day Val posted the following:

Sunkist is calling all kids, 7 to 12 years of age, across America to "Take a Stand" for their favorite charity. It's a rewarding way to squeeze some fun into summer and give back to the community. Here's the link:http://www.sunkist.com/takeastand/.

Last year and this, the program gave away 10,000 stands . Unfortunately all those free lemonade stands are gone! However, you can still purchase the stands for $25 each (including shipping).

I JUST PURCHASED MY STAND so my grandson and his friends can TAKE A STAND against Drug abuse in memory of my daughter Alexis who passed away in February of a drug overdose.

The money will go to Journey to Freedom, the last program she was in (October). Although she died of this dreadful disease, she had the chance to get to know about GOD in that program and for that I am grateful.

Here are some of the comments other network members made when I mentioned what my intentions were:

What a wonderful gift that will be not only to the organization but also to your grandson. It's very difficult to find a way to honor those we've loved. Your daughter certainly will be very proud of his tribute! I'm sure she'll let him know by some 'sign'--he'll just have to keep his eyes open for something that signified her being. It will be there. - Kristin

Heidi!! That is AWESOME...what a wonderful way to make others aware and not allow your daughters death to be in vain...Connor and Kendra did this last year...so we are just gonna use that stand and do it again this year!! They are super excited and have been asking me ALL winter when they can set up their Lemonade stand...LOL!! We are also going to be TAKING A STAND against Drug abuse...after speaking to Connor and Kendra we have decided to donate in your daughter, Alexis' name!! Thanks for sharing your story! - Val, The Passion Diva

I thought it would be a great thing to do with Devon and help him remember his Aunt Alexis. What I didn't expect was the love and support of the network members! It is amazing what a small message such as the one posted on RYZE can do for others. It's those small messages that can turn out to have a HUGE meaning for the readers. For me it certainly did.

Thank you Val and Kristen and the other members - and thank you Sunkist for helping kids TAKE A STAND for something meaningful.

Warmest regards,

Heidi