25Sep/093

B2B Social Networking Etiquette: Is “Friending” Clients On Facebook Appropriate?

It’s no secret that Social Networking is at the center of Web 2.0. In fact, if you don’t watch it, social networking can become addictive, not to mention time-consuming! Every day I’m surprised at the number of old friends and non-business contacts whom I’ve completely forgotten about and who have re-entered my life by asking to “Friend” me on Facebook.com. Couple that with taking the time to examine and respond to all of the discussions going on within the LinkedIn groups I’m a member of and my day can slip away before I know it.

At any rate, from the standpoint of using social networking with the intent of growing your business, there are many ways to leverage the increasing number of social networking sites. I really want this blog post to focus on Facebook.com, though.

LinkedIn, Plaxo, etc. are great tools to use to connect to prospects and clients within a business context; however, I personally believe that Facebook is most appropriately used within the context of the user’s personal life. It’s a way to connect with old friends, let people know what you’re up to and really to share what’s going on in your personal life.

Here’s an analogy to consider: trying to “Friend” a client on Facebook might be something like inviting yourself to that client’s weekend backyard BBQ! There’s a place and time for business and a place and time for outside interests and I don’t think that showing up at your client’s house on the weekend to try to sell your products or services is the right venue for business to happen.

My advice: save your attempts at growing your professional network for LinkedIn and other professionally-oriented social networking sites and DON’T try to “Friend” your clients on Facebook.

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9Sep/090

How to Change Your Sales Culture

Do You Want to Train Your Sales Staff or Change Your Sales Staff?

We are all too familiar with the scenario of a sales team investing in sales training and after a few weeks of being back in the field, they fall back into their old routines and their management team is unhappy because they experienced no immediate change in sales results.

Why does this happen? Despite good intentions to implement new skills, the hectic pace of real-world, everyday selling often forces salespeople back into the ‘comfort zone’ of their old sales habits and techniques. Simply put, they take the path of least resistance to get the job done.

The reality is that it takes more than a Facilitator’s Guide, a charismatic presentation and a few role-play exercises for a training provider to achieve true changes in sales performance. An effective ‘sales changing’ program (versus a ‘sales training’ program) requires three things:

  • A strong sales management team that embraces the need for change.
  • Sales managers that are outstanding ‘coaches’ who will get out in the field, observe their sales staff and offer their expertise and guidance.
  • An accountability tool (or scorecard) in place so the entire team knows where they are now, where they’re headed and where to course-correct if they get off track.

Jim Tunney, a retired NFL referee and current motivational speaker said, “If employees don’t understand their company’s goals and its game plan, these goals won’t be achieved. Football doesn’t make this mistake. Its goals are always clearly defined. At the end of the field is a goal line. Why do they call it a goal line? Because 11 people on the offensive team huddle for a single purpose—to move the ball across it.”

“Where are the coaches on game day?” They’re on the field coaching their players – not in the office handling paperwork, waiting to hear the outcome of the game!

The key to an effective ‘sales changing’ program begins with your sales management team. Then, partner with a sales training provider that fits the culture of your organization and communicate the specific, measurable results you want to achieve. A good sales training provider will embrace the accountability and be energized by the opportunity to do it right. I guarantee you’ll see new, productive habits among your sales staff, along with the results you expect from your investment.

Filed under: Sales Management No Comments
3Sep/090

Pre-qualify – don’t pre-judge – your prospects

Just over a month ago, my son, Phillip, was traveling to Alaska and had his golf clubs stolen from the protective carrier after his bags had been checked.

I had promised Phillip that when he graduated I would buy him any golf clubs of his choice. Considering it wasn’t his fault they got stolen, I decided to get him the clubs of his dreams sooner than we had planned, and told him to go test out some different clubs before he made his decision.

Phillip went without me to try out the different brands of golf clubs. When he got back, he said he had a horrible experience testing the clubs. The salesperson in the golf equipment department paid no attention to him. When Philip asked to try out some clubs in the practice net, the salesperson merely unlocked the cage and let him in without a word being spoken. After Philip was done hitting the golf balls, the salesperson didn’t ask him a single question.

Needles to say, Philip left the store without making a purchase. He said he felt like the salesperson thought he was just somebody with no money in his pocket and nothing better to do than test out some golf clubs he had no intention to buy.

Two days later, I took Philip to a teaching professional and golf club sales representative. They asked him a series of questions about his golf game, watched him hit practice balls with a variety of clubs, measured every aspect of his swing, asked more questions and mapped out his recommendations on a chart. We ordered 13 new golf clubs that day.

Bottom line, you can’t pre-judge a prospect before pre-qualifying them. I’m sure at some point we all have, but it’s important to remember, “Never judge a book by its cover.” Never judge a prospect without taking the time to find out if they are indeed a qualified buyer. You may be surprised.

Submitted by:
kevin

Filed under: Professional Selling No Comments
   


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