Should you send out Reminder Emails?

sending reminder emails to clientsAfter months of work, you finally scheduled an online tour or webinar with a large client. You sent him the meeting invite to his Outlook Calendar. He has accepted your invite.

The tour or webinar is tomorrow. Do you send your client an email reminder notice? Or do you just assume that he will be available tomorrow when you call and do the presentation?

There are two schools of thought about this issue –

1). Don’t send the reminder

The thought behind this is that if you send a reminder, the client may use that as an excuse to opt out. He may have second thoughts about viewing your tour. As a result, your client may send you a lame ass excuse about his cat being ill, or he has a conflict on his calendar, or he will suddenly be out-of-town tomorrow.

Not only are you a believer in the “assumption close,” but you also believe in the assumption meeting, i.e., you take the client’s word that he’s going to show up, so why give him an excuse to bail out on you. You call tomorrow and hope and pray he will pick up the phone and be available for your presentation.

2). Do send the reminder

The thought here is that by sending your client a reminder you are showing him that you a professional. Sure, you know that your meeting invite is on his Calendar. Sure, he accepted it a week ago. However, you know from experience that professionals like yourself are busy. So sending a reminder is your way of being polite.

What would I do?

I would send the reminder. Why? Because by sending him a reminder a day or so in advance you are showing professional courtesy to your client. But most important of all, you want to make sure your client is really serious about viewing your presentation. Let’s face it, not everyone is going to be excited about your product or service as you are. Sure, they may tell you to send them a meeting invite to make you feel good, or to save face. But a few minutes before the presentation begins, you receive a last-minute cancellation, or without any advance warning, the client doesn’t appear at all.

In short, you have a “no show.”

We all know it takes time to prepare for a presentation. Like most salespeople,  you already have prepared a set of slides or screens shots in place, and you probably have customized your demo, e.g., adding certain benefits that you know the client will like, or addressing specific pain points that you know the client needs to resolve. But all that work takes time.

Better to know in advance if the client isn’t going to show up, so you can devote more time scheduling other appointments, prepare for other tours, or make sales calls.

And who knows – maybe your client is being honest and can’t view your presentation. No worries. You can always reschedule.

If you like my post, please check out my book Advice for New Salespeople: Tips to Help your Sales Career.

10 Tips for Conducting Webinars

how to conduct webinarsWith most of us working from our offices these days, we are relying more on conducting webinars to our clients. The days of the traveling salesperson are slowly disappearing. While some of us are still regularly traveling to trade shows, most companies are trying to cut costs by using online tours.

Tools like ClearSlide, Anymeeting, GoToWebinar are making it easier to do online demos.

But what are the most effective ways of conducting those presentations?

1). Pre-Qualify – If possible, try to pre-qualify your prospect before conducting the tour. This can be done with a short phone call conversation or questionnaire that the customer fills out online. Your goal is to make sure that your service or product will be good fit. You should also try to find out why they are interested in your service or product now. Are they trying to solve an immediate problem, or are they just shopping for prices? And finally, try to find out if they have contacted any of your competitors. If they have already reviewed your competitor’s products or services, find out what they didn’t buy from them. This could give you an advantage of how your pitch your product during the presentation.

2). Research – Let’s say that you don’t have time to pre-qualify your prospect. The next best step is to do some research on your client’s company. With Google, LinkedIn and other search tools, this should be an easy process. You don’t have to spend hours doing research. Your goal is to learn enough about the company to determine if  they will be a good fit for what you are offering.

3). Confirm the appointment – Cancellations or postponements happen. It’s a given in sales. But one of the best ways of reducing cancellations and postponements is to send a confirmation email the day before the tour. Sure, some clients will use it as an excuse not to view your presentation, but at least you will not be wasting your time. And hopefully, you can schedule another appointment during that time slot. However, I wouldn’t give up so easily on a cancellation. Try to reschedule it, or dig deeply into why they are not really interested in speaking with you. Maybe you need to do a better job of outlining the benefits of your service or product. Maybe you’re not speaking to the right person. Maybe its bad timing. Whatever the reason, don’t give up so easily.

4). Know the attendees – If more than one person is joining you on the online tour, try to find that out in advance. In fact, the more advance information you have for all the attendees, the better. For example, if you know that your prospect’s boss is going to be joining the online tour, there may be some questions or comments that you don’t want to bring up during the presentation. This is especially true if your prospect is your advocate, but you know he has a lot of convincing to do with his boss. You don’t want to embarrass your advocate by making statements that could backfire on both of you.

5). Keep it short – Long webinars are boring as hell, no matter how exciting you think your product or service is. Keep it short. No more than 15 to 30 minutes at most. Unless the attendees are excited and are asking you a lot of questions (a good buying signal), better to cover the key points that interest your prospect, and then either schedule another more advanced online presentation, or a conference call to hash out the details. People are busy these days. If you tell them the online tour will be longer than 30 minutes, many will shy away from watching your presentation. The goal is to get the sale, not to be long-winded.

how to conduct a webinar6). Know your goal – is it to make a sale on the spot? Is it to move the sales process along? Is it to give a quick overview before scheduling a free trial period? Is it to find out more why the client is interested in buying your product or service?

7). Outline the ground rules – let the attendees know upfront what the ground rules of the presentation are. For example, is it OK to ask questions during the presentation or wait until after you are finish? Is it OK to record the presentation so that the people who couldn’t attend will be able to view it later (which could save you time from doing multiple presentations).

8). Customize it – don’t use generic terms to title your presentation like “Password Security” or “Higher Ed” – instead, customized your presentation by using the client’s company’s name like “ABC Company Password Security Presentation” or “The University of Delaware Presentation.” Even if you are only copying the generic presentation and slapping your client’s name on it, you are still giving  the impression that you spent time putting together the demo and showed some real effort.

9). After the presentation – when the tour is over, what’s next? Besides answering questions, make sure you schedule a follow-up phone call. Your goal is always to move the sales process forward until you get the sale.

10). Review it – if you recorded your presentation, have your manager or someone else review it. It’s always good to get feedback.

For more advice on how to conduct webinars, please check out these books

Deliver Webinars Like a Pro: An Essential Guide for Business Owners. Tips and Strategies to Setting Up and Using Webinars Effectively for Sales Presentations, Marketing Campaigns and Online Training, by Melodie Rush and Carl Stearns

Webinar Authority: The Step-By-Step Guide On How To Prepare, Present, Host, And Execute a Successful Webinar (AMC Book 5301), by Saifuddin Indorewala

For more information on where to find webinar tools, please read –

“6 WebEx Alternatives for Hosting an Extraordinary Webinar,” by Caroline Malamut on the Capterra website.

“The 15 Best Webinar Software Products from Around the Web,” by Nathan B.Weller in Resources on the Elegant Themes, Inc. website.

If you like this post, please read my book Advice for New Salespeople: Tips to Help your Sales Career.

21 Lead Generation Strategies from School Fundraising Events

sales lead generation ideasI received the email below from Ashley Huber, a volunteer at School Fundraising Events, a website that provides a wealth of information on school fundraising and resources.

I’ve decided to publish the email, along with a helpful link on 21 Lead Generation Strategies. I believe the link is a great resource for anyone seeking ideas on how to increase new business.

Please read

Good afternoon,

My name is Ashley Huber and I volunteer with a summer business and entrepreneurship program for gifted children. The students are interested in launching, owning and managing their own companies and brands.  They have been very excited about coming up with creative ways to market themselves and their ideas. Even though the kids I work with are still young, they have been doing a lot of research at home and as a group.

Today, the students came across your website http://dononselling.com/10-things-start-up-owners-need-to-know-about-selling/ while looking for inspiration on how to advertise a businesses and brand themselves through networking and social media leads. We want to say thank you! The students are hoping to use community outreach to expand their own companies in the future.

One of the kids, Nick, did some research on his own to figure out how to attract new consumers and organizations interested in supporting, investing, and buying from a new business. He shared this resource article with the class: https://www.hipb2b.com/library/21-lead-generation-strategies.html

I suggested that he and his peers share this with you because it is such a great resource for anyone looking to generate leads locally, nationally and even online to expand their business and make their brand well-known. I also want to impress upon them that even though they are young, reaching out and simply asking others can help accomplish things that the kids might not otherwise think can.

Would you please add a link on your webpage to the resource article Nick found? He would be so proud to see that you did, even if it’s only for a little while, and we also think that your other visitors will find it useful. I also don’t think it hurt that I promised the whole group a networking and pizza day if you added Nick’s article! Please let me know if you’d be willing!

I hope to hear from you soon!

Ashley

Ashley Huber
ashley@schoolfundraisingevents.com

Motivational Business Quote of the Month: “Communication is the key to success in business!”

Five bad habits to break at Trade Shows

I just got back from large trade show and I notice five bad habits that I think all vendors should break.

don't be late for a trade show1). Tardiness – if the trade show starts at 9:00 a.m., then make sure you get your ass there on time. The last thing you want to do is come to a booth late, and find a note from a potential good prospect who writes that he may stop by later. We all know from experience that most prospects are not going to “stop by later” because they get busy visiting other booths, attending workshops…or meeting with your competitors!

2). Arrive early to set up your booth or table top display. I know. As much as we try to plan ahead, things happen. Your flight is delayed. Your hotel claims they don’t have your reservation. The taxi cab driver doesn’t know where the convention center is located. I get that. But try to get to the exhibit hall area ASAP. You never know what problems you are going to face, e.g., there are no chairs because your department didn’t know they had to rent them before the trade show, or there is no electricity because you didn’t know you had to purchase it for the booth, or the scanner you are renting isn’t working properly, etc. You get the drift.

I actually once worked for a company that required all salespeople to arrive one day in advance to set up the booth. However, I realize that some companies have tight budgets and depending on the location and flight availability, you may have to fly in the same day the trade show begins and quickly set things up a couple of hours before the doors open. I understand. Just do the best you can.

3). Don’t leave your leads out all night – I will sometimes arrive early to an exhibit hall to check out other exhibits and get ideas. This is especially true if I’m the only one managing the booth and I don’t have time during the day to walk around. I’m constantly surprised by the number of vendors who leave their leads out on the table all night long. Sure, we’re professionals. We don’t steal. But how can you be sure that some unscrupulous competitor isn’t going to come along and pinch your leads? This is especially true at large trade shows where there isn’t enough security. Either hide your leads in your booth (some trade shows rent locked cabinets) or take them to your hotel room.

BTW, the same goes with candy. I once left a candy bowl out on the display table and when I returned in the morning, most of my sweets were gone. So hide your candy too!

4). Don’t stand or sit like a statue – engage. It amazes me that companies will spend thousands of dollars sending salespeople to attend trade shows and they don’t engage with attendees. Instead, they sit on their butts working on their laptops (which only signals to prospects that are you too busy to be bothered), or read their own marketing literature that they should be handing out.

You need to engage.

That means if someone gives you eye contact or looks at your booth, you may ask them “does anything catch your eye?” or “have you heard of our company or product?” Hopefully, by asking those or other questions, attendees may approach your booth and you can engage them in a conversation to determine if they are good prospects or not.

engage with attendees at trade showsAlso, don’t trust that your booth display or table top will be enough to draw prospects to you. While your marketing department may do a good job developing interesting visuals, at the end of the day it’s up to you to bring home good leads. That means if someone walks by and starts avoiding eye contact with you, call them out by asking them a direct question. By doing so, they may come over and speak with you. This tactic is especially helpful at large trade shows of 100 plus vendors where attendees are overwhelmed, busy and tired. You have to think of attendees as cattle – you have to drive them home through the open range.

Attendees, like cattle, need direction.

5). Turn your frown upside down. I understand. Trade shows can be long and sometimes boring when walk-thru traffic is slow. You get tired. Your feet ache.

But put yourself in the place of the attendees – they are sometimes spending hours walking from booth to booth, listening to sales pitches, and having sales literature thrust among them.

The last thing an attendee wants to see is a sad or disappointed salesperson at a booth. So smile. Be enthusiastic. Show real interest. Be curious. Who knows, you made land a sale or two that could put you over the top when meeting quota.

There, you have it. Break those five bad habits and you should do well.

Now go sell!

Note: If you like my post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career.

10 Trade Show Etiquette Tips

Having attended several trade shows recently, I’ve noticed some bad manners on part of salespeople that I would like to address.

The following is a list of 10 etiquette tips –

1). Don’t sit or stand behind your tabletop display. Instead, stand next to it. This will ensure more openness and hopefully more attendees coming to your display area. Sitting or standing behind your tabletop creates an artificial defensive barrier between you and the attendees you are trying to attract. By standing next to your table, you are signaling that you are interested in speaking with them.

bad manners at trade shows2). Don’t sit when the trade show is busy. Stand. Smile. Make good eye contact. Show that you are ready to talk, answer questions or do a short presentation.

3). Don’t use your cellphone or laptop when the trade show is busy. Most people are polite. If they see you busy texting or working on your laptop, they are less likely to visit you. You could end up losing a sale.

4).Don’t eat when the trade show is busy – even if other attendees are eating breakfast, lunch or other food in the trade show. If attendees see that you are eating, again, being polite, they may not stop by and speak with you. Wait until the crowd dies down before grabbing something to eat. (It’s always a good idea to keep snacks and bottle water in your exhibit area in case you have low blood sugar).

5). If you are speaking with another vendor and see an attendee walking towards his booth, immediately step away. The vendor isn’t paying good money to speak to other vendors. Like you, he’s there to make contacts, find prospects, and hopefully get some good sales down the road.

6). Arrive early to set up your booth. Nothing screams amateur more than arriving late to set up your booth area. Also, don’t break down until closing time. You will be surprised how many attendees will wait until the last-minute to visit a booth or place an order. This is especially true at large trade shows where there is a lot to see and so little time to see it all.

don't scan and spam7). Don’t scan and spam. One of the biggest mistakes vendors make is scanning everyone who walks by their booth. This is a major waste of time. Sure, you may think you have a lot of “sales leads” when you return to the office. But in reality, most of those leads are probably duds because they were never really qualified. So now you’re going to spend weeks or months making phone calls to people who either aren’t interested in your services or products, or don’t even remember meeting you at the trade show. And spamming? Please! Unless you have taken the time to speak with the prospect at the show, your chances of him responding to your emails are almost nil.

8). Index cards. OK, some trade shows don’t give you the ability to scan badges. And let’s face it, not all attendees carry their business cards or don’t have any left because they handed them all out. Now what? Have index cards available for attendees to write down their contact information. There, wasn’t that easy?

9). Have enough business cards. Don’t always depend on your trade show/conference department to pack your business cards for you. Bring your own cards. Because my trade show/conference department didn’t pack enough cards, I almost ran out before the end of a conference that I attended a couple of years ago. Don’t make the same mistake I did.

10). Smile. Smiling won’t crack your face. So smile, or you could lose some sales. Sure, we’ve all been to lousy trade shows. You know the ones where there is little traffic or the attendees are only interested in stealing your swag. Like a good trooper, just smile through it and do the best you can. Who knows – you might still get a couple of good orders from it.

Remember, the purpose of working at a trade show is to make sales. Don’t let bad manners prevent you from achieving your goal.

Note: Like my post? Please read my book – Advice for New Salespeople: Tips to Help your Sales Career.

Are you a sales lead squatter?

I recently read comments on a discussion board from a salesperson who complained that he and his team were being laid off partly because senior “lazy” salespeople were sitting on good leads for too long. In addition, another sales office might be shut down soon.

His argument was that if the senior salespeople cannot convert leads into sales by a certain time period, they should transfer those leads over to junior salespeople who may have a better chance of converting them. He further argued that junior salespeople are more hungry and motivated to close good leads because they don’t have large pipelines to cushion themselves when meeting quota.

Are you a sales lead squatter?Squatting on good leads has always been a touchy subject in sales. On the one hand, you want to be fair to salespeople and give them enough time to work the leads. Depending on the industry you are in, it can take anywhere from a couple of weeks to two years before you can convert a lead into an order.  On the other hand, if you suspect that a salesperson isn’t putting enough time and effort in working the lead, and you feel you could do better, what should you do?

While you can privately complain to others, the best approach is to discuss the issue with your sales manager. But you don’t want to appear greedy or bad mouth your colleague. Instead, you want to take a more “we need to work as a team” or “we need to do what’s right for the company” approach. Maybe offer some suggestions on how you would approach the non-responsive lead. Chances are, if your manager is smart, he probably is already aware that there may be a problem. But if you don’t complain, he may not move quickly to resolve the issue.

Why? Because most managers know how sensitive lead transfers can be. It takes a certain amount of deftness and diplomacy to remove leads from one salesperson to transfer them to others. I’ve seen fights and arguments break out on this very issue. In fact, I’ve seen salespeople quit on this very issue.

While this problem can be handled on a case-by-case basis, the best way to avoid sitting on good leads too long is to set some ground rules from the very beginning. This way everyone knows up front what is expected of them, and what benchmarks they need to achieve in order to keep their leads.

The ground rules could include the following –

1). Number of attempts – while I don’t believe that sales is a process or a numbers game, you would expect a salesperson to make anywhere from 6 to 8 attempts, i.e., phone calls, emails, voice mail and maybe even a customized direct marketing piece. Again, depending on the industry you are in, the attempts could stretch out for weeks, if not months, before a good lead is transferred to someone else, or goes into the dormant file for a while.

2). Has contact been made? – If after x-number of attempts and time goes by, the salesperson hasn’t reached the decision maker (or even knows who the decision maker is), then maybe it’s time to hand it off to someone else. In exchange, give the salesperson some other qualified leads to pursue.

3). Contact has been made, but you’re not getting anywhere – Let’s say the salesperson has made contact with the decision maker, but an order hasn’t been placed. For whatever reason, the decision maker isn’t budging, and no end appears in sight. The salesperson has been sitting on the lead for months (if not years). At this stage, it’s usually better to have the sales manager step in and work closely with the salesperson rather than yank the lead from him. Simply handing the lead off to someone else may undermine your efforts, and force your company to start from square one. Once your manager has reviewed the situation, he can better determine who and how the lead should be managed.

a helping hand in sales4). You know someone who could help – If a salesperson has been sitting on a good lead for a while, and you know of a contact who can help you reach the decision maker, what should you do? In that situation, it may be better to hand off the lead to you. Sometimes, the salesperson sitting on the lead may be grateful that you’re taking over, because it means he can focus on more productive leads. In addition, he may appreciate your efforts because he doesn’t want to look bad to his sales manager for not closing the sale. Sure, he may have some initial resentment towards you, but eventually he may see you as being his white knight rescuing him from a bad situation.

Besides laying out some ground rules, another approach to avoid lead squatting to is hold regular pipeline meetings to review leads and accounts. Usually, pipeline meetings are held once a week. Come to your pipeline prepared. Don’t be defensive. Tell your manager upfront if you are having problems with specific leads or accounts. Ask him for his advice – after all, he’s the manager!

If you know you’re not getting anywhere with a lead, and you’ve tried everything you can, recommend that the account be transferred to someone else. While some may consider this a show of weakness, in reality, most good managers will see this as a sign of strength and maturity on your part. Better to cut your losses early than let them linger on to have your competitors pluck your sale from the company.

Remember, your leads and accounts don’t belong to you. They belong to your employer. Like it or not, your employer sometimes needs to make unpopular decisions that may not appear to be in your best interest, but what is in the best interest of the company as a whole.

Better to hand off unproductive leads to others than lose your job because the company isn’t generating enough sales. Exercising good judgement is better than squatting.

Note: If you like my post, please read my book – Advice for New Salespeople: Tips to Help your Sales Career.

Top photo credit: Brighton housing action via photopin (license)