It's all in the way you say you're the Best!

Thought occurred the other day that while I teach how to say your elevator pitch within the safe zone of a direct referral group it does not always translate in other situations verbatim. Sometimes what those of us that have been doing this all our lives know isn’t common knowledge for all.

Within a direct referral group we are allowed and in fact encouraged to get right to it and ask for the things we need to grow our business.  Nicely put within a direct referral group those that ask – receive.  Outside the team this works well with those people we have created relationships with; friends, co-workers, family, long term clients – as long as you were first in those relationships a giver.  But, if you are meeting someone for the first time asking them directly to give you a referral when they don’t yet know how wonderful you are might not translate so well… 

 So let’s use a moment to take our elevator pitch and turn it into something that is usable in any situation to generate a follow up meeting with someone that you might be able to turn into a client or a referral for a team member.

Parts that are usable and should be included inside and outside the meetings are your name & tag – use it often as you want them to remember you long after the conversation is over.

Now take it up a notch have you ever been introduced to someone that said what they do and it caused you to ask ‘what is that?’ or ‘Tell me more’ or ‘That sounds interesting’ – any kind of introduction to someone about what you do that causes a reaction in the person you are talking to or has them asking you a question is a great start!

Whenever you describe your services always explain how your business will make a difference to others. Explain it in an entertaining fashion – make it memorable. Show off your expertise in a personable way. Try to highlight your experience and your company’s strengths using testimonials. Ground your business concept with simple, realistic messages that will make an impact. Do not use jargon – or ‘sales talk’. Most importantly, pitch quickly. You never know – the person to whom you are pitching may have an elevator to catch. 

Let's take another moment to give a few radical ideas of engaging moments that stood out.  Take these and let your creative juices flow for your own industry! 

EX 1: I once met a chiropractor who when he introduced himself took out of his pocket artificial sweetener packets and tossed them on the ground.  What did that have to do with my spine - not much unless my health was being effected by the things I was eating that were causing underlying issues.  Well it caught my attention and I have never forgotten it.  That Doctor that threw the packets down now takes care of my families chiropractic needs as he has a business that takes care of not just the symptom but the root of the problem.  If a persons diet was poor leading to other health issues he wouldn't just do a spine adjustment and see them again in a week because it wouldn't solve their problem.  He'd in fact talk to them about ways to prevent and heal the problem. 

EX 2: We have an extraordinary member in one of Answer Marketing Inc's direct referral groups and his stature has in his past caused him a few troublesome days.  Now he puts it to good use by standing on a chair whenever he has something he wants to say. It catches all our attention every time and keeps our attention for his entire elevator speech.  Using what you have or don't have to your advantage to get a point across is always a way to make sure you are remembered long after the business cards are forgotten.       

Ok, so what makes you special - don't be shy write them down and be proud you are unique! Now give yourself a pat on the back for having services you can offer that make you a valuable person to know! 
Remember practice saying positive things about you and your services as the more fluent it is the less sale pitchy it sounds.  Try it out on friends, your team mates or family and ask for critique.  If they don't like it you know you need to tweak it a little more.  
Now here's the key - when talking to someone ask them what you would want someone to ask you about yourself or your business...  Did a light bulb just pop on?  It should have....  The key to any great conversation is asking others what you would want to be asked, LISTENING to the answers and then being ready when they turn the question onto you.  You've practiced it - Tested it out - & Perfected your response as to what makes you 'The Best'.  Now when they ask it comes out as matter of fact and you have a great foundation laid for business.  

List your Qualities, Practice, Ask, Listen, Answer, Connect!

   

3rd times a charm?

Yes, I know you've heard it before try - try again and we hope the 3rd times a charm. Well, this is about your daily routine and adding some serious productivity boosts to your day.

Think now about how many thoughts roll around your head - I don't know about you but that is a serious time distraction when you have 'brain blogging' going on.  Some of us get so bogged down with the ideas, needs, issues and other thoughts that roll around on a regular basis that we don't function at our highest or stay as creative as we need to be.



Third times a charm - here's where it comes into play.
First time charm: When you come in to the office in the morning before you start your daily routine take your first moment in the day to seriously clear your mind.

Now this is harder than it sounds you are not just taking a quick few breaths, thinking of your happy place, and starting your day.  You need to close off distractions (cell phones, computers, lights, activity in the halls) and let those 'brain blogging' thoughts surface while you visualize a list in your head and prioritize the thoughts that surface.  For some of you that do not visualize well it is ok to write down the thoughts surfacing.  Now go over them and put them into perspective.
1) Grass needs mowed (This can be thought about at home)

2) Power point presentation needs fixed (Prioritize)
3) Coffee pot needs rinsed (Do at next break)
4) Client follow ups (Right after you clear out yesterday left over)
5) Left over work from yesterday (Start your morning with - prioritizing value)
6) Call back utility company (Handle at first break)
7) Squirrel.... ok that was a serious distraction (How many of you have unexplainable randomness?)
8) Check on car oil level (Right after work is over)

Next open your eyes you have your structure for the start of the morning - take your deep breaths, roll the shoulders, straighten the spine and take on the day!
Wait!! What about 3rd times the charm?? You all know as well as I do that even the most well laid plans go awry when other outside factors come into play. So what you just did to start your day you do right after lunch and before you go home.  Only difference is after lunch you will re-clear your mind and re-prioritize your morning list taking into effect higher priorities that may have come your way.  The 3rd times a charm & one of the most important for a balanced life is when you clear your work day out of your mind - remember you are human and there's only so much you can do in a day.  Write yourself out a task list for the next morning and put it out of your mind allowing family and fun come into your mind.
Some might do this task right after you shut down the computer for the day or on the ride home, where ever it is just make sure it is handled before you walk into your home. Consciously think about a wonderful memory before you walk into the house and be the greeter with a smile for your castle area.
This will not happen over night and it does require concentration and dedication. But, if you make it part of your routine like drinking 8-8oz glasses of water a day it will improve your spirit and productivity!

Think Happy Thoughts!
Kristi Kirkland
www.answermarketing.net

Seven Networking Tips:

Networking goes hand in hand with running a successful business.

But many of us dread walking into a room and introducing ourselves to a bunch of strangers. We get direct referrals through our A-Team but we need to be cultivating referral resources through our memberships & community connections.  Here are a few valuable tips:
1. Resist the urge to be fashionably late. It's almost counter-intuitive, but showing up early at a networking event is a much better strategy than getting there on the later side. As a first attendee, you'll notice that it's calmer and quieter – and people won't have settled into groups yet. It's easier to find other people who don't have conversation partners yet.

2. Ask easy questions. Don't hold up the wall or wait for someone to approach you. To get the conversation started, simply walk up to a person or a group, and say, "May I join you" or "What brings you to this event?" Don't forget to listen intently to their replies. If you're not a natural extrovert, you're probably a very good listener – and listening can be an excellent way to get to know a person. When first getting your feet wet bring someone with you - walk up to a group or single person and say, "Not sure if you've met..." & introduce the person you are with, then follow up with & by the way I'm.... Works every time!
3. Ditch the pitch. Remember, networking is all about relationship building. Keep your exchange fun, light and informal – you don't need to do the hard sell within minutes of meeting a person. The idea is to get the conversation started. People are more apt to do business with – or partner with – people whose company they enjoy. You don't network to sell a product or service you network to build a connection, that leads to a follow up meeting that ends in one or both of you getting or referring business!
**If a potential customer does ask you about your product or service, be ready with that one thing that makes you stand out from your competitors.
4. Be passionate. Win people over with your enthusiasm for your product or service. Leave a lasting impression by telling a story about why you were inspired to create your company. Talking about what you enjoy is often contagious, too. When you get other people to share their passion, it creates a memorable two-way conversation.
5. Smile. It's a simple – but often overlooked – rule of engagement. By smiling, you'll put your nervous self at ease, and you'll also come across as warm and inviting to others. Remember to smile before you enter the room, or before you start your next conversation.
6. Two ears ONE mouth. Some people who dislike networking may overcompensate by commandeering the discussion. Don't forget: The most successful networkers (think of those you've met) are good at making other people feel special. Look people in the eye, repeat their name & listen to what they have to say. Be a conversationalist, not a talker.

7. Remember to follow up. It's often said that networking is where the conversation begins, not ends. If you've had a great exchange, ask your conversation partner the best way to stay in touch. Some people like email or phone; others prefer social networks like LinkedIn. Get in touch within 48 hours of the event to show you're interested and available, and reference something you discussed, so your contact remembers you. Write on the back of their business card something you can refer to later so they know you were sincere.

Success is only one connection away - Kristi Kirkland
www.answermarketing.net

Fundraising Support - $upport Tips!

Help Needed - Worthy Charity! Requests born out of last minute frantic fundraising requests are not the way to support your teams efforts to raise funds for a worthy cause...

So you serve on the board of a group that hosts fundraisers or you've been asked to help raise money for a worthy charity you believe in.  You assume your passion for this worthy cause will be infectious and everyone will line up around the block to help or contribute?  It's almost always easier in theory - everyone you are in contact honestly want to help but when you think about how many charity's are in need and the closer to the holidays you get the higher the needs get.  So what are you going to do? 
Answer Marketing Inc spends time every week building their community connections and being connectors we get asked all the time to help groups get involvement at their events or to help with fundraising for worthy charity's.  We are only one company in a community of masses so below we have some of our best tips that produce results we hope will help you with your worthy endeavors!

Tip 1) Choose the right fundraiser for your efforts.  Last thing you want to do is select a fundraiser that offers a product or service no one is really interested in.  Not sure about you but we would rather donate $10 cash to a school group to support their trip or need over buying $20 in wrapping paper knowing only about $3-$5 will actually be going towards the groups needs.  Make sure the fundraiser represents quality and value.

Tip 2) Be a giver now, be a connector now!  You know every year you will be calling on volunteers and donors so don't only touch base with a company that has supported you in the past or generous person once a year when you are asking for a hand out or support.  Build TRUE relationships year around, help others in their fundraising attempts so when it is your time they will see you as a giver and not just a once a year connection that only ever asks for donations and support. 

Tip 3) Reciprocate:  For every generous donor and every volunteer you connect with keep a contact list with their name, business, number & email.  Make sure you inquire as to what groups they are members of and genuinely offer to support their efforts in the future.  Even if it is only to help them spread the word.

Tip 4) Focus: Reduce the number of fundraisers & increase the margin of return on the ones you will be focusing your time and attention on.  If you don't you will stretch yourself to thin and always appear to have a hand out.  Focus on fundraisers that produce more return and offer more of a value to contributors.  This will reduce your chances of getting fundraising fatigue and loosing possible momentum.

Tip 5) Early Planning:  Notifying your volunteers you will be streamlining their participation by having one main fundraising event that will free them up not tie them down month after month.  Use every opportunity to mention this main fundraiser and the value it will bring to the group.  There is no substitute for getting the word out. 

Tip 6) W.O.M.: Along with early planning comes the strength of word of mouth advertising.  Enlist your volunteers to make a hand designed picture that sums up your charity in a heart - emotional reaching way.  Use this picture on cards or postcards - these can be printed very cheaply and are a good way to enlist the support of family and friends in town and out of state.  Have the event listed on the card, what the funds are going to be used for and mention that this one fundraiser will be supporting your fundraising needs.

Tip 7) Giving:  Provide on average 5 amazing gifts/rewards that will be given out to the volunteers that raise the most funds.  These can be donated by local companies in return for listing them as sponsors of your fundraiser and are tax deductible. 

Tip 8) Incentives for Volunteers:  Silly contests, general prizes, drawings are all huge motivators for participation.  Most pizza businesses will donate enough pizzas for a reward party in return for being listed as part of the fundraiser. 

Tip 9) Involve the Community:  As long as you are not continually asking for donations for multiple small fundraisers a community will rally around a well organized call for help from a charity.  They just need to have a well worded ask letting them know their community needs them.  Society is built on giving and supporting others, so get out there in the community and let them know they're needed. Engage your event on social media to further help spread the word. 

Tip 10) Keep it Simple:  The quickest way to loose interest and support from your volunteers and the community is to make it confusing.  Be straightforward in your goal and how you hope to reach it.  Set expectations within reach for your volunteers.  Keep the actual event timing to no more than two weeks once you get it started if it is anything other than a 1 or 2 day fair or festival type event.  If it is a fundraiser designed for selling an item for raising money 2 weeks if the event is organized and advertised correctly is plenty of time. 

Tip 11) Daily Incentives: Giving prizes out everyday for top producers keeps the momentum up throughout the whole event.  These prizes can be items donated or depending on the size of the fundraiser purchased as the return on the energy these cause are well worth the expense.

Tip 12) Wrapping it up:  This is not the first time you are doing a fundraiser and it won't be your last.  Leaving a positive lasting impression on those they helped make the fundraiser a success; Volunteers, Companies that donated incentives, Sponsors and large donors should all be thanked properly.  Have your team hand write thank you cards or take a picture of the group in front of a mock up check showing total funds raised and use a service like Send Out Cards to print this picture on the front of a card to send out is more valuable than you will ever know.  Write a PR piece to post on social media and offer it to the media to print, thanking all who contributed time or funds and made it a success.  As you will most certainly need to call on them again next year and the next! 

Hope these help you and your efforts to support your charity or cause! 

Here For You,

Kristi Kirkland
Answer Marketing Inc
Adding Needed Solutions Working Every Relationship!

Cold Calling is it really extinct?

Daily in our jobs and industries we are looking for the best way to sell our services or products. You hear it from several media or marketing firms that cold calling is dying, dead, extinct...
Yes, in the traditional since of the word it is.  When you think of picking up the phone book or a generated list of virtual strangers and calling them one after another then dying would be a good word to use.  So what's left?  Spend thousands of dollars casting a net across your demographics? Sure, if you have thousands to spend.  What if you don't have a budget yet?  Referrals? Absolutely! But, realistically do referrals land on your desk enough to float your business into a profitability stage that makes doing anything else unnecessary? Not normally - so here we are back full circle with the original sales technique 'cold calling'. 

In the traditional since of the word 'cold calling' is definitely gone with the dinosaurs of old.  Let's breath some life back into it for those of us on a budget trying to get the ball rolling or to restart the momentum of our business.  Try calling it 'comfort calling'  - now when I use the word calling think of all ways to connect with a new prospect; social media, phone, email, personal meeting, lunch, at an event & so on. 

Next steps to breathing life back into cold calling changing it into comfort calling:

1) Know your target market - narrow the field so that you can see results instead of casting a wide net into an ocean of industries.
2) Do your homework - withing your target market pick your top 15 and for a lack of a better word Google them.  Ask your direct connections - people who you have passed referrals to or that have sent you clients.
Who are these top 15?
Where do they socialize?
Who do they mix with?
What do they NEED...? (Very important)
3) Craft a plan to get in front of them - focus on specific issues your top 15 are facing whether it is with a product or service that they have & you can offer taking care of their issue or if it is another need that someone in your direct connections sphere can help you provide for them.

4) Now comfort call!  You know who you want, what they need and where you can bump into them or connect with them to offer your issue solving support. 
Become a help to them and the product or service you offer sells itself. 
Comfort calling is very much a needed & useful tool for the intelligent, savvy sales person!
So do your homework and start comfort calling today!

Kristi Kirkland
Answer Marketing Inc

Adding Needed Solutions Working Every Relationship©

Answer Marketing is here to teach you what to say once you are in front of your prospective client, how to generate open ended conversations to create an easy flow to start up dialog, how to write a letter that generates clients calling you to set appointments and more!