MY TOP 10 SALES TIPS

My top 10 Sales Tips - The New York Times

Here are my top 10 sales tips, all of which have served me and our staff.

You can sell only if you yourself are convinced: If you are not sold on the product or service, it will be an uphill battle to sell someone on else. Your lack of conviction will scream through.

1. Be clear and direct: When pitching do not use complicated diction. Pride yourself instead on being able to explain the concept as quickly, clearly and simply as possible. This is important because the biggest problem in sales is client confusion. Confusion does not lead to a Yes.
2. Pressure is an art: Creating FUD (Fear, Uncertainty and Doubt) in your client’s mind can be a good thing because it will lead to serious consideration of your concept.   I often need to tell potential clients that their competition is also talking with us. The trick is to mention this once and to NOT rub it in, which is likely to anger them. No one who is angered into saying Yes.
3. Know your client: Make sure to research your potential clients, know their challenges and their needs. One size hardly ever fits all, and you look much stronger if you care about the business enough to invest in the research. I can’t tell you how many times I get cold calls from sales people who don’t even know what our company does.
4. It’s all about the presentation: Building an amazing deck is critical to the sales process. Practice it, memorize it and be prepared to shift your emphasis based on how the energy changes when you give the presentation. Internally, we always ask ourselves: “Is the flow of this deck right? Will it convince?”
5. Be passionate and exciting: Most presentations are BORING! So create a show and make it exciting. Excitement is contagious – just like a yawn.
6. If you don’t know the answer, do not guess: People will ask you tough questions, and you may not always know the answer. The person asking you may be testing you, knowing the answer full well. And if you fumble, it’s very hard to rebuild credibility. Do not guess.

7. Answer questions directly and clearly: If you are asked a question and you give a “politician’s answer” – in other words, if you don’t answer the question – your credibility will decline, and you will hurt your chances of making the sale.
8. Humor is a great lubricator: Funny stories always break the ice. Instead of using business cards, everyone in our company uses stamps (see right) to leave our contact info. It’s eco-friendly, it never runs out and it makes for a nice ice-breaker at the beginning of every meeting.
9. You can always be better: Sales is an art, not a science. Which means it’s never perfect and can always improve. 
Bottom line: sales is a critical function that is more art than science, so hone your art. And please share any of the sales tips you’ve learned.

The best channel to communicate with customers

By Becky McCray

The best channel to communicate with customers is … the one the customer chooses.

OK, you can stop reading right there, if you’ll take that sentence to heart. But for this installment of the Small Biz 100, I’m going to tell you a true story, as well as how to do this right.

My husband emailed five or six product questions to a small business. The email reply was this, and this is the entire reply:

Please call [phone number] and I will be able to answer your questions.

Ouch! You can bet your customer had a good reason for picking this particular method to reach you, and you just stomped all over it.

• If Joe wanted to call, he would have called. Why ignore the customer’s preference?
• If the customer is deaf or hard of hearing, why turn this into an issue?
• If the customer has trouble speaking, why make it harder for them?

In this case, the customer would simply prefer to email, rather than call. But now he’s looking for a different place to buy.

How do you make sure that you are using the right channels for your customers?

1. Offer many communication methods

Offer people as many ways to communicate with you as you can.

• Text message
• Email
• Online form
• Blog comments
• Telephone
• Skype
• Fax
• Mail
• Facebook
• Twitter
• Flickr
• SecondLife
• Voice and video message widgets
• You can add other tools in the comments, since you’ll remember ones I missed.

Of course, not every business needs all of these. My liquor store uses phone, email, blog comments, Facebook, and mail. I’ll add new tools as it seems reasonable and discard those that don’t help customers reach us. You may use more, or less. Let us know in the comments.

Try to list as many of your open channels as possible on your website, printed materials, social network profiles, etc. Make it easy for people to quickly find the tool they prefer to talk to you.

2. Set notifications to come via your preferred channel

Almost all social networks allow you to choose from different notification methods, including text message, email, or RSS. So rather than bounce all over checking messages at each different network all day, set up the system to come to you.

3. Respond in the same channel as the customer

This is the key. Answer customers in the same way as they reach out to you. If Facebook sent you a text because a customer sent a message, go back to Facebook to answer.

Don’t tell callers to check the website. Don’t ask emailers to call in. Don’t require online forms be printed out and mailed or faxed! (No, really, I actually still see this done!)

4. Be considerate if you change methods in mid-conversation

Sometimes, you will be better able to serve the customer if you can switch channels. But do it in two steps:

1. Answer as much as you can in the customer’s channel of choice.
2. Then ask permission to switch to the better channel by explaining why it helps.

How do you converse with your customers?

This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. 

Interesting Display Ideas

I'm always looking for interesting display ideas to make suggestions on how to display my products.  Here are just a few I found.

DOWNTON ABBEY BY 1928 JEWELRY

Downton Abbey to Launch Apparel, Home Accessories

Downton Abbey, the smash 1920s-themed show that has set off an endless array of inspired fashions (we’re talking to you Ralph Lauren!) is now launching its own line.

“We’ll be working across an entire range of products coming out this year, from fashion, apparel, and home[goods] and furniture to wallpapers, beauty products and stationery,” says Downton Abbey producer Gareth Neame in a CNBC interview. According to another report, Knockout Licensing will create the merchandise.

This isn’t Downton’s first foray into fashion, however. The show has a jewelry line licensed to 1928, a company that specializes in colorful stone and vintage-inspired jewelry (and now the name fits perfectly!).

Now with the new products in the pipeline, consumers can dream about adorning their estates, well, apartments and homes, as well as their bodies with merchandise suitable for Chez Crowley.

For those of you who haven't heard of the tv series, Downton Abbey, it's set in the Yorkshire country estate of Downton Abbey and depicts the lives of the aristocratic Crawley family and their servants in the post-Edwardian era.

 Now 1928 Jewelry has been licensed to create and sell some Downton Abbey inspired jewelry.  Here are just a few items.  

E-MAIL TO REQUEST A WHOLESALE CATALOG.

OILCLOTH ALLEY

Oilcloth is great fabric for protecting surfaces, creating fun settings and crafts. Oilcloth is durable and very versatile.  Sew placemats, tablecloths, baby bibs, floor coverings.  It's great for under pet dishes, under high chairs for easy clean up and makes a wonderful shelf lining. Don't forget oilcloth for your picnics! No need to hem just cut your shape and your done!  Great for beginner sewers.  You can buy it by the roll or buy all ready made up products.  E-mail for wholesale catalog and prices: lydiarep@yahoo.com

There are tote bags of all sizes and shapes.

This is just one of many apron designs.


All sizes of tablecloths including custom sizes!



This weekender bag is perfect for traveling!



Gorgeous make up bags in 3 sizes!



And just this weekend I used 2 rolls of oilcloth to make some tablecloths.  They were quick and easy to make.

LURAY VINTAGE INSPIRED HANKIES

THESE ARE THE CUTEST VINTAGE INSPIRED TEA TOWELS AND HANKIES.  THERE ARE POLKA DOTS AND FLOWERS IN A WONDERFUL COMBINATION.

THESE HANKY PILLOWCASES ARE DARLING!

AND, OF COURSE, WHAT LURAY HANKIES IS KNOWN FOR IS THEIR BEAUTIFUL HANKIES

Send me an e-mail if you'd like a wholesale catalog. 

www.lydiarep@yahoo.com

5 WAYS TO DISPLAY TEA TOWELS!

FIVE WAYS TO DISPLAY TEA TOWELS:

1. I found some of these great pictures on Pinterest and some on the Anthropologie website (I love Anthropologie!).  These are all simple and fun to do so get creative!  None of these towels are from my wholesale lines but I do offer pretty wholesale tea towels and linens.

2) The display above is a great mix of color and texture.

3) A wine wire rack or basket would work well too.

4) Pegs on the Wall!

5) And last, but not least, tea towels in a pretty basket. Simple yet effective!

Another great but not so original idea is to hang them from a cute clothesline.

My Favorite Things Glitter Girl now has jewelry with a French vintage look!

Not only does Tina, owner of My Favorite Things have beautiful  glittery stationary but she now has made some unique jewelry.
Read more about Tina and her company on an older post.
E-mail me for more info.

BEAUTIFUL LUNCH BAGS AND WINE TOTES

PRIMEWARE - INSULATED WINE AND LUNCH BAGS

From the coffee lover to the wine connoisseur, from the romantic picnic for 2 or a family fun outing, we offer several picnic backpacks in a variety of sizes, colors and styles. We also offer a more traditional style picnic or wine basket. Our backpacks and wine totes are designed with heavy duty polyester canvas, insulated compartments for wine or food, melamine or ceramic serving ware, cotton linen, stainless steel flatware, wood cutting boards, and much more. Each design is unique to its use, from a single wine bottle tote to a fully loaded picnic backpack for (4)

A DAY AT LE POTAGER

DROPPED IN AT LE POTAGER IN FULLERTON TODAY AND WAS SO ENCHANTED WITH THE VIGNETTES AND ALL THE GIFTS AND DECOR.  WE SET UP A MEETING TO SHOW MY WARES SO I WILL BE BACK THERE SOON.

"THEY SPECIALIZE IN EUROPEAN HOME AND GARDEN DECOR REMINISCENT OF ITALIAN VILLAS AND FRENCH CHATEAUS, AND THEY OFFER GARDEN CONSULTATIONS AS WELL INTERIOR DESIGN"

STOP BY AND PREPARE TO BE WOWED!  HERE ARE JUST A FEW EXAMPLES.