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Fast Forward--Tips
By: Cherri Gann, Associate Editor
Issue: 2006mar
Popping The Big Referral Question
Does your client base resemble a family tree? Author and sales expert Barry Farber believes the most successful salespeople can trace their sales—one customer at a time—from a direct line of descendants. For example, Charlotte Smith has liked working with you for a long time, but your novel party-favor idea for her company’s new product launch prompted her to tell her neighbor, David Watson, who’s also a small business owner, to seek your expertise. Your ingenious recommendations for an over-the-top direct mail campaign increased his business by 20 percent, which compelled his wife—the human resources director for a local credit union—to call you about her institution’s impending merger and subsequent name change. These connections could go on and on.
Face it, you’re way more likely to get business from folks who know and trust you than from those who don’t know you from Adam. It’s easier to get customers—who already know about your awesome talents—to present you to someone they know than it is to drum up business from scratch. Referrals are among the most important selling tools for growing business. So why is it so hard for some salespeople to ask for one? Farber offers these theories:
Salespeople believe a referral should come automatically, and they shouldn’t have to ask. In truth, however, customers have their own issues to ponder, and it may not occur to them until they’re asked.
Salespeople are afraid to pop the question. What if your customers say no? Sure, that could happen, but they’ll never say “yes” if they aren’t asked. If you’ve done a great job, clients will most likely love giving referrals.
Salespeople don’t know how to ask. The right moments happen, you just have to jump on them. For example, the next time customers say, “We love your ideas,” or “You always come through for us,” ask if there’s anyone else who could also use someone as smart and dependable as you.
Salespeople feel uncomfortable asking. Customers appreciate your good work. It’s perfectly reasonable to inquire if they know anyone else who might also need the same thing. Don’t be afraid to say, “Just think what a hero you’ll be after I do a great job for her (or him)!”
Of course, referrals have to be earned. It’s another lesson on giving and receiving. But if you’ve “kept it real” by delivering sound value and great service, then customers will be psyched to hook you up. Go ask for a referral today!
Source: www.barryfarber.com
Get Into Introverts
It’s common for workplace introverts to be described as loners and labeled with negative descriptions like antisocial, inattentive or unenthusiastic—none of which are correct. Introverts are simply different from extroverts. Instead of feeling energized by a “the more the merrier” mentality, instead they are drained by too many interpersonal interactions and situations that demand an ability to think on their feet.
For every negative tag that’s typically assigned to an introvert, there is a positive opposite that’s closer to the truth.
For example, introverts prefer to recharge alone and use that time to work out solutions to problems, develop plans for new initiatives or nail down details that could blow a big deal. They may not have ideas to share until a meeting is over, but whatever they come up with will be well thought out. And though introverts may appear inattentive and passive, they simply process internally and likely have as much going on inside as extroverts outwardly demonstrate.
Relating well to workplace introverts starts with simply acknowledging their different nature. Understand that they don’t often know what they think immediately and need time to think before coming to a conclusion. According to Joe McHugh, with Right Management Consultants, “It’s critical to circle back to introverts after they’ve had time to consider things.”
Business communications consultant Nancy Ancowitz suggests playing to introverts’ strong suits. “They are often great listeners, researchers, strategizers and writers,” she says. “When you need someone patient, persistent, focused and methodical for a project, chances are a workplace introvert is a great candidate.”
Source: www.monster.com
Taxman Cometh
The April 15 tax deadline is looming ever closer. If you haven’t filed yours yet, there is still time to handle this annual chore with relatively little pain. Adopt these simple steps to prepare for this year and beyond.
1. Dedicate a weekend to gathering paperwork including W-2s, Form 1099s any other income—such as alimony, tips, inheritances or self-employment income—not included on these two forms. Visit the Internal Revenue Service website at www.irs.gov for a complete list of forms and types of income that must be declared.
2. Spend an evening (or two) on deductions, which, while not required, will help lower taxable income. Saving and organizing deductions should be a priority all year, but you can still benefit from declaring at least some. Common ones include mortgage interest, real estate taxes, childcare expenses, medical and dental expenses, charitable donations and specific job-related or home office deductions. IRS Publication 535 explains deductions and how to declare valid expenses.
3. Fill out your forms on one evening—if preparing your own taxes—and dedicate another evening to double checking your numbers. If using a tax professional, call ahead to find out exactly what to bring.
4. Determine how you want to file. You can do so online, which is the fastest way to receive a refund. Or you can do it via mail or telephone. However it’s done, always make copies of your forms and keep everything together for future reference.
5. Get ready for next year by starting a master file now. Include copies of past filings and folders for deductions. Events such as marriage or the purchase of a home, property or new business affect your financial situation so you’ll need folders for them all.
Source: www.mortgage.com
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