Have you left a first-time meeting with potential clients, thinking, "that went well", feeling quite chuffed, then you never hear from them again? Isn't that foot-stompingly, toss the laptop out the window, frustrating? You felt like you were so close. On to winner. What the $%*£ is up with them? Is it them or us? You might be making a common mistake, which is thinking about you. Check out this video to help you think less about you and more about your prospective clients so you can help … [Read more...]
The Empty Cardboard Box: The Secret to an Amazing Elevator Pitch
What makes an amazing elevator pitch? Recently, I attended one of those MeetUp entrepreneur events in the East End of London. The reception area was overflowing with budding entrepreneurs and wantrapreneurs, an orchestra of voices all vying to elevator pitch and tell amid the clatter of glasses. Scanning the room, I noticed a pair of tall guys in conversation. One spoke excitedly, cradling an iPad on his arm like a puppy and pushing up his glasses every so often. His conversation partner, … [Read more...]
F-Words: The secret to overcoming objections
Sooner or later you will face objections while selling your swag. Sometimes you just can’t get around them, but if you’ve targeted the right prospects, most are avoidable. If handled well, objections can be an opportunity to provide comfort and erase doubts. But let’s start with an example of what not to do when an objection arises. Fifteen minutes into her tour of the nearby co-working space Hipster Hot-Deskers, Sunita was getting a great vibe - the location was convenient, it boasted a … [Read more...]
Drop the shoehorn: How to turn a chance encounter into a business meeting
The use of shoehorns can be traced back to 15th century and are named after their function – wedging your hoof into a shoe – and composition – originally, animal horns. They were also made in silver, bone and shell. Today they’re usually made of plastic, metal or wood. Queen Elizabeth apparently had over twenty of them. Have you ever used a long-handled shoehorn? They’re great! You don’t have to bend over and stick your finger in the back of your shoe to squeeze your foot inside. Your foot … [Read more...]
Why your prospects will say no to you every single time
I don’t mean to be a drama mama, but there is a reason why your prospects will say no to you every single time. They can’t help it. It’s not you, it’s them. But there is a way to get around this tendency towards the negative, while maintaining your core values and sanity. No time like the present Ever snoozed your alarm instead of going to the gym? Or suddenly decide to clean the house or adding things to your Amazon wishlist instead of starting that important project? Our brain has a … [Read more...]
Nick Leech: what makes an exceptional salesperson
In this podcast interview you'll hear from former entrepreneur Nick Leech on the importance of developing authority, the dangers of over-reliance on one lead generation strategy, what makes an exceptional salesperson - you will be surprised! And more advice from the perspective of a business owner, to help you thrive. On this week's Mindful Sales show I’m joined by Digital Marketing Director at 123 reg, Nick Leech. 123 reg have over 800,000 startups small business customers and they focus on … [Read more...]
How to keep in touch with prospects without stalking them
After delivering a talk, a mousey-haired chap shuffled over and introduced himself. Let’s call him Ian. Ian is an illustrator; he creates cool illustrations for businesses who want to stand out in a sea of generic over-used stock photos. I was working on a book at the time and thought I might need his services to create unique images. Ian diligently followed up with an email, attachments of his work, links to his portfolio, and questions about when I wanted to start. I was only two-thirds done … [Read more...]
When prospects go silent
A question I’m often asked by entrepreneurs is, what do you do when prospects go silent, when they tell you “yes we’ll go ahead, leave it with me”, but you don’t hear anything for a over ten days and they don't respond to emails. You have no idea what’s causing the hold-up, no one to call to find out. You’re achingly close to getting a deal and you feel like shouting, “hurry up”, or something more colourful. First off, don't worry. This happens from time to time. If you've waited less than … [Read more...]
Science-backed way to instantly build rapport with clients
Yesterday, during a mindful sales workshop I ran for entrepreneurs, I explained the importance and how to build rapport with clients. I asked, “have you ever been in a situation where you’re standing in a room, or in a queue, where someone yawns, and then....” Before I finished my sentence the people I spoke to, yawned. I’m pretty sure it wasn’t because I was boring ;) How many times has that happened to you, where someone yawning triggers your yawn? Let me quickly explain the science … [Read more...]
Silk Road: A Beginner’s Guide to Creating a Sales Process
The Silk Road changed the world, arguably more than any leader that walked the earth. Its name derives from the gorgeous silks transported from China along the route; just like owning a private jet shows how wealthy you are today, wearing silk more than two thousand years ago was the number one way to show you had the “Benjamins”. The Silk Road isn’t a road as such but a network of routes on land and sea, connecting the Eastern Mediterranean to Central Asia and Central Asia to China. Towns … [Read more...]
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