Why No Is A Good Thing In Sales….

Almost every small to mid-size business is in sales and service in some form. With the economy still unsettled, and businesses struggling it is so important to understand the value of the word “no” for both. “No” can be a really positive thing if you understand how to say it and how to accept it, saving your business critical time and effort while benefiting your bottom line.

Let’s deal with sales first. Everyone is watching budgets, and there is no truer adage than time is money. I am hearing from clients and people in business more than ever before about how many “tire kickers” are out there. Those looking to compare pricing on everything from marketing services, contractors, and other various service industries, considering the constraints their budgets have been put under. Selling whatever product or service you are pitching is harder than ever.

However, wouldn’t you rather have a potential client/customer say “no” than waiver back and forth for weeks or months keeping your hopes up? Focusing on getting a straight answer during the sales process rather than a prolonged “maybe” should be an objective you consider as part of your sales process.

Of course the main objective is to get a “Yes” make a sale, earn a new customer or client. But, don’t we all spend too much time in limbo? Aren’t you and the potential client/customer better served to get on with it already? More importantly, won’t you be able to move on quicker to the next possible “YES” by getting faster answers from your target audiences?

Take some steps to shorten the sales process, if you usually take 3 days to follow-up take 2, or cut your normal cycle of follow-up in half for the next 30-60 days and see if you don’t wind up getting more efficient at garnering a “no” and moving on to the buyers during this time. It is still human nature to not want to tell someone “no” so consider giving your potential targets a reasonable “out” sooner rather than later. Don’t change your sales pitch, just make the “no” option a little more available a little sooner. Doing this can help you hone your sales process (especially while giving targets a “no” option you are getting information as to their reasons) and execute your sales objectives faster.

Always remember that a quicker “No” in sales only helps you move more efficiently to a YES!

So many of us are rushing to get our business facebook page or twitter account up without a reason for doing it except that we feel like we are supposed too. It is peer pressure as ADULT business owners. Does it really help one “network” or is it quickly becoming who can get the most “fans” or contacts of he or she who is connected to them or they through him or her! Will that really help you grow, expand, or turn your business into what it should or can be?

All of this reminds me of 10-15 years ago when everyone “had too” have a web site without really knowing why or what to do with it. So much wasted time, money and effort went into websites only to figure out after years that they needed to serve a specific purpose and place in one’s marketing plan to be effective. It was not the “Answer” to sales, or branding but it was a part of a bigger picture or should have been.

Social media certainly seems like a viable option to market products to consumers through coupons, discounts, etc. The travel industry should/could truly prosper from this and other businesses capable of selling their products via the internet. Being able to reach their customers with up to the minute information provides them an opportunity to speak more directly and in a timely manner than ever before.

I believe Social Media can play an effective role sooner rather than later for some companies. Those of us in the service industries need to find a comfort zone for it. Service still equals relationship building to me and while you can break through some potential customers via these outlets I still do not think you can sell yourself or what you are looking to provide without that human-to-human conversation. That trust of looking in someone’s eyes and saying to your self I need this to help my business will never be captured through Social Media. It can and may work to get you in front of that person faster, and educate them on both you and your services in a more one on one personal way than your website ever could. Trust and competency will always be more important to your customer than having the most “friends”.

I still believe companies focusing on and improving how they operate everyday will come to terms with how Social Media will and can have a positive effect on their business plan. Marketing planning must consider Social media as we progress and the businesses that jump in with a plan and purpose are the ones who are going to be successful in finding their place in an ever-changing Social Media frenzy.