Are You Frustrated by Clients Who Don’t Return Your Calls?
You know of a prospect who needs your services or products. You are a wonderful provider and your existing clients LOVE doing business with you. You’re friendly, attentive, detail-oriented, and offer all the right stuff.
You’re sure you could impress him, but this client won’t return your calls. You can’t even get close! You’ve dropped off media kits, flyers, and business cards, special offers … you’ve even left clever voice messages, but still this stubborn prospect won’t even acknowledge you. You are frustrated beyond words. You know you could land this account if only you could get a few minutes of this prospects time. Sound familiar?
If you’re in sales or own your own business, the odds are pretty good that you’ve hit this kind of stone wall before. It’s particularly challenging when you know in your heart that you could help this prospect to increase their sales, solve some of the problems they are facing, and become a trusted adviser. Instead, you feel stuck and believe you may never get close to this decision maker.
Why Clients Don’t Return Calls
To understand why clients don’t return calls, we first need to evaluate their situation. World-class Speaker, Corporate Trainer, and Angel Investor Darren Jacklin said something I’ll always remember: “Prescription without diagnosis is malpractice.” (otherwise anonymous) I couldn’t help but think of all the people, especially those in sales, who are eager to “prescribe” BEFORE finding out what challenges their prospects are facing or what they might need. Of course I’m talking about business now, not health. Busy decision makers don’t want to be distracted by salespeople who may be putting their own interests first.
I am always put off whenever I walk into a clothing store and a sales associate barks at me, “Hi! Our sweaters are 30% off today!” I know they mean well and I’m pretty sure their store manager is making them say that. And maybe, if I’m in the market for a sweater, their pitch might even get my attention. But, it bothers me that they are telling me what they have before they even know what I want! Even a quick, “How are you today?” or “Are you looking for anything in particular?” is more welcoming and less off-putting. I wish more retail outlets – and other businesses – would take that approach and put themselves in the position of their customers. As for the sweaters, display them well and put up a sign; if I’m interested in a sweater, I’ll see them. After all, I’m already in the store!
Have you ever done this in business? Have you ever approached a prospect or client with a special offer or information before you have found out if it’s actually something they need or could use? I think everyone with something to sell or promote has done that before. We must take a step back and put ourselves in the position of those with whom we want to do business.
I know from my own perspective what it takes for someone to get close enough to pitch me on their services. Want to know the ULTIMATE secret … the one that will break down all barriers and open EVERY DOOR for you that you want to get past?
Getting Your Clients to Return Your Calls
The answer ultimately comes from networking successfully. The more people you and I know mutually, the better chance you have of getting closer to me. The bigger your network, the bigger your circle of influence will become AND the greater the odds that you know someone who knows me. This is true for EVERYONE. Want to get close to a prospect? Join the boards of directors on which they belong, attend their professional functions, support the causes they appreciate. This is the fundamental core of networking….BUILDING YOUR NETWORK!
Everyone you know knows hundreds of other people. It’s so easy to find friends who know the same people you WANT to know. Build your circle and watch what happens!
Personally, if a friend or associate invites me to lunch, dinner, or even a quick happy hour and introduces me to someone they know, whether that person is a friend or someone they are doing business with, I am 1,000 times more likely to build a relationship with THAT “new” person than if they call on me without that connection. Your goal is to become THAT person – the one who knows someone who knows someone. THAT person who can make a call and ask a friends and colleague if they can help them to get in front of the the person who won’t return their calls.
Try this: Think about EVERYONE you know. If I asked you if you know someone who could use help energizing their sales team, who comes to mind? If I asked you if I could take you AND this decision maker or team leader out to lunch, would you be okay with that? Of course you would! Whenever I speak in front of an audience and ask that question, there is not ONE HAND that goes up. NO ONE has a problem making introductions between two people they like. Ever.
BTW, if you know of a business, own a business, or are a salesperson who needs some tips and techniques for increasing sales, my offer of lunch is valid! E-mail me and I’ll come to you to make it happen. I have some openings in my schedule for 2014. I regularly travel across the country training teams on how to blast through their sales goals. I’d love to meet you and do the same for you, your colleagues, and businesses.
3 Easy Tips to Avoid Hiring BORING Motivational Speakers
Whether you are a professional meeting planner or your boss has put you in charge of hiring a motivational speaker for your next meeting or conference, your biggest fear is probably that of making a mistake by booking a boring motivational speaker. Maybe you weren’t even given any guidelines, topics, or budget. In many cases, the planners I talk with were simply told to hire a motivational speaker with the warning, “Make sure the whoever you hire isn’t boring!”
While professional meeting planners hire motivational speakers all the time as part of their jobs, many employees are given the task either at the last minute or because their boss doesn’t really understand how challenging it can be to find just the right speaker. Whether you hire motivational speakers for a living or once a year, there are several ways you can assure you will bring your audience to their feet.
If you want your employees and associates to talk about your event for years to come, you need to invest in speakers who will not just get your team motivated, but who will also educate them. If the desired outcome for your next annual or quarterly sales meeting is to see all arrows pointing upward, it’s safe to say you have your work cut out for you. Conference, convention, and event attendees will respond positively and deliver significant results – but only if you bring in a speaker who offers content and easy-t0-implement takeaways and who will motivate your audience.
Motivational Speakers: Delivering Content, Enthusiasm, or Both?
Tip #1: Determine the TOPIC you want your motivational speaker to address
Just knowing this specific fact will be a tremendous help in narrowing down your search. Clients typically need the motivational speaker to address a specific area, such as Sales, Marketing, Leadership, or Social Media… and other times they just want their audience to feel Inspired, Motivated, and Encouraged. Occasionally, a group will have intense, industry-specific sessions scheduled and they just want a diversion. Although I am typically engaged as a Sales & Networking Speaker, I’ve done my program on “The History of Las Vegas” for these types of groups.
If you don’t know where you are going, how will you know when you get there? Having at least an IDEA of the subject matter you want covered by your motivational speaker will help you to zero in on just the right speaker.
Tip #2: Determine the BUDGET you have to spend for your motivational speaker
I am always surprised when I ask a client about their budget, and they hem and haw and eventually tell me they don’t really HAVE a budget! Booking a motivational speaker is NOT like shopping at Wal-Mart! It’s not a matter of finding the best bargain. THAT can be a quick ticket to a disastrous event
It’s no surprise: better speakers charge higher fees.
Insecure, inexperienced speakers are afraid to ask for a higher fee. If you are booking a speaker for at least $5,000, they need to deliver. I hear from newer speakers all the time that they will work for just expenses or a few hundred dollars. Even those who are willing to speak for $2500 probably don’t have the experience to ask for more.
Most motivational speakers are relatively flexible these days. If a speaker quotes their fee at $7500, you MAY be able to get them for less – especially if your event is coming up quickly. The odds of that speaker getting a FULL FEE gig just 4 to 6 weeks out are slim. They may be happy to take $5K at this point for a sure thing. But, you can’t offer them even $5K if you don’t know what your budget is, so make sure you know exactly what you have to spend.
Even if you aren’t a professional planner and your boss gives you the task of booking the motivational speaker for your meeting, simply ask him or her, “Hey, boss, two quick questions for you: What fee range are you comfortable with and what topic would you prefer most?” By having the answer to these two significant points, you will have half your work done for you.
Tip #3: Ask for references!
Even a great speaker video can be misleading. The challenge for any speaker is getting great video. Often, when they are on fire and their audience is eating out of their hands, the cameras aren’t rolling. And when the cameras ARE rolling, the audience is on their 5th day in Las Vegas and are dead on their feet! Even Elvis wouldn’t be able to get them ALL SHOOK UP!
Once you have narrowed down your search to a few motivational speakers, do your homework and call some of the speakers’ references. Most speakers have names and quotes from their clients available on their websites. Be sure to ask what the speakers’ strengths and weaknesses were, so you can share those with the speaker once you have hired them. It’s always helpful to know what resonated best with an audience.
By narrowing down your search by topic and budget, you’ll be able to find the cream of the crop for those two all-important determining factors.
BONUS TIP #1: Best selling or award-winning authors are usually better at telling stories. Plus, they may be happy to include books for your attendees as part of their speaker package.
BONUS TIP #2: Talk to the speaker on the phone. ASK THEM what they talk about. Ask for an example of one of their stories. Listen to how the craft their speech. Ask if they use PPT and if it is full of bullet points or rich, compelling photos. Ask them to tell you a funny story.
Doing your due diligence and a degree of “legwork” means you’ll never have to worry about hiring a boring motivational speaker again. If I can help you in any way, I hope you will email me with your questions. For a list of my topics, just click here. I’d love to share my messages with your audiences – in Las Vegas and across the country. I’m here to help you create an amazing program.
Choosing the RIGHT Motivational Speaker for Your Financial or Insurance Group
Choosing the RIGHT Motivational Speaker for Your Financial or Insurance Group can be a challenge. Anyone who has ever sat through a lackluster keynote presented by a dull economist or retired insurance salesman telling how things USED to be knows how quickly an audience can get bored! So, what’s the solution?
I’d like to take this opportunity to share with you a few words about the differences between speakers and why I know I can help you achieve your goals.
You want a motivational speaker who is able to help your sales professionals increase sales and build better relationships starting NOW! That’s what I do. I know what it’s like to drift while listening to speakers go on about nothing; it’s the worst! Who says business has to be dull and boring? When I finally resigned from my advertising sales career, I heard from managers for years: “We need someone like Robin Jay on our team!” I turned down more job opportunities than I can remember. I was on a mission to share my wisdom and experience to help everyone become the best salesperson in their field.
Few industries rely on relationship selling as much as Financial Services and the Insurance industry. I love selling and I can show audience members how easy it is to build their business, get them to laugh, and even start enjoying their business more than ever before. There are many secrets to putting together an engaging, entertaining, and empowering presentation. Here are a few…
Motivational Speaker Robin Jay’s Secrets
First, a program has to offer content that will empower your audience. Otherwise, you just have what I call a “rah-rah” presentation; that is where a speaker gets a room of people excited, shouting, ready to rock and roll – but, in the end, they have no real methods or steps to implement. They simply got excited or encouraged. It’s important to have enthusiasm and impart excitement to an audience, but it’s not ENOUGH! A great program will offer methods, tips, and techniques that can enable people to change how they do business. Remember, if you always do what you’ve always done, you’ll always get what you’ve always gotten! If you want to increase sales, you have to change the way you do things!
Next, a program needs to be entertaining. From selfdeprecating humor to sharing some of the biggest mistakes I’ve ever made while on sales calls, I’m happy to share these stories because they are really funny (in HINDSIGHT, of course; at the time, they were horrifying!) And, there is no reason we ALL have to make the same mistakes. Let’s learn from each other what to do or what NOT to do, right?
A great presentation is also engaging. There is a start, middle, and end to each story and audiences will come away with lessons they will remember forever. I use Garr Reynold’s “Presentation Zen” techniques when building a PPT; pictures fill the entire slide and when there is text, it’s never more than just a few words. You’ll never see “Death by PPT” – endless bullet points that leave you befuddled – when I speak.
By telling an anecdote and having it supported by a high-impact, full screen image, I am actually able to engage right brain/left brain learning. For instance, I will use this image of an airplane landing at sunset whenever I tell a story about a client trip. One of my colleagues got so drunk on the flight that she ended up screaming anti-semetic remarks as we waited for our ground transporation curbside at the San Diego terminal. I don’t need six bullet points to outline the trip, what happened, and what went wrong. This image creates a lasting impact, plus, at no point am I competing with my slides!
My audiences come away from my sessions KNOWING WHY they need to adapt new methods for increasing their sales, WHAT techniques to use, HOW to do their work in a more effective way, and why it’s so important to their success.
Also, it’s essential that a speaker INSPIRE their audiences to make the necessary changes in order to achieve greater success.
Motivational Speaker Robin Jay Can Relate to Sales Professionals
After selling advertising for nearly 20 years, I have experienced it all! I personally hosted more than 3,000 client lunches and saw my sales increase by more than 2,000%! This was because of my ability to build solid, long-lasting, productive business relationships. I love helping other sales professionals to become Business Relationship Experts, too. You won’t believe the impact and improvement in your teams that I can generate in just a one-hour keynote. I’d love to help you and your group reach ALL their sales goals. I look forward to hearing from you.
I had a few friends over for dinner last night, including my friends Barry and Louise Berlin. Louise asked if it is okay to use your bread as a “pusher” – as in using it to push the salad onto your fork.
She was surprised when I ran to my bookshelf to retrieve my copy of “Etiquette for Dummies.” I explained that I went to a source because while I was quite certain I knew the answer, I really wanted to be sure … and when it comes to this particular question, I remembered that there are actually several different answers! That’s the thing about etiquette – different behaviors apply to different situations. MOST of these variations are simply based on the differences between formal and casual settings; bread as a pusher is no exception!
I was able to share with Louise and another friend, Edy, that in a CASUAL setting, it’s okay to use your bread as a PUSHER! BUT – in a more formal setting, it is not. No wonder I couldn’t remember!
It’s funny to me that many people are often too intimidated to dine with me. I try to put them at ease by explaining that I was only able to write my book, “The Art of the Business Lunch” because I had already made every mistake there is to make; why not learn from my experiences? Why must we make every mistake ourselves? But I do know a lot when it comes to etiquette … I even speak on it!
So, where does the FUN come in? We started reading all about bread at the dinner table – how to pass it (to the right), how to take a slice (using the napkin to hold the loaf while you tear off a slice), and how you must put butter on your dish and then butter your bread; never take butter directly from the community plate and put it on your bread.
I think it’s fascinating to read about etiquette and discover all the little nuances that add grace to a client lunch or business dinner. If you’ve ever wondered about exactly what to do, pick up a copy of an etiquette book. You’ll really find it enjoyable and some of the tips are sure to surprise you!