June 2, 2010

The Positive Impact of Diversity Among Women In Business

Posted by Yvette Alexander Slate under Keys to Entrepreneurial Success | Tags: , , , , , , , , , , |
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Yvetter Alexander Slate

On Thursday, May 27, 2010 I was one of four guests on The Smart-Savvy Entrepreneur’s Talk Radio Show hosted by Tiffany Odutoye.  I was blessed to be in the company of some really creative and dynamic women. We are all passionate about our gifts and talents for business development, personal / professional coaching, strategies and supporting entrepreneurs and businesses.  We shared ways of qualifying your ideal target client, earning the business and achieving the revenue generated results that every business so desires.  We come from different backgrounds and environments with different values and beliefs as well as both motivating and inspiring personal and professional experiences.

But, on this call you would have thought we were all sisters/best friends.  Immediately, I could conceptually identify that we were cut from the same cloth.  We complimented one another, gave feedback and were all open to the different levels of “value” that we brought to the table.  I thank Tiffany Odutoye  of  www.virtualpartner.bizfor pulling this all together.  Because of her vision, we made it work.

I encourage everyone to find people who are different from you and begin a dialogue on what matters most to you and see the immediate camaraderie that manifests itself from the experience.  It’s Powerful!

We agreed on the need of having realistic business plans, working in your purpose, being passionate, needing a business and sales process and finally persevering through the peaks and the valleys.

Like Tiffany, I get it and I too, can see the future in this…….You will hear about us again and we’ll be in city near you.

The Roadshow of Women With Plans, Purpose, Passion, Process & Perseverance.

Check out my colleagues and business sisters:

Meredith Liepelt at www.richlifemarketing.com

Cheryl Isaac at www.startupbiztalk.com

Linda Brincks at www.actioncoach.com/davidbrincks

Tiffany Odutoye at www.virtualpartner.biz

Click on the link below and listen to the professional advice, wisdom and knowledge that we shared.

http://www.blogtalkradio.com/smartsavvyentrepreneur/2010/05/27/coaches-concierge–get-it-fix-it-flaunt-it-panel-d

Thank you for the opportunity to serve!

Yvette Alexander Slate

www.carriedthebag.com

 

April 15, 2010

The Benefits Of Meeting In Person & With The Right Person

Posted by Yvette Alexander Slate under Uncategorized
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A few weeks ago I was coaching a new client on the importance of having face to face meetings with decision makers. During our session, they asked me how to handle a situation that recently took place regarding a prospect who no longer was returning their follow-up calls after pricing was given. So I asked them to walk me through the process conceptually of  what actually took place.

They began explaining to me that they met with a manager from the company and the two of them had built great rapport.  They discussed business goals, roles and responsibilities as well as industry specific jargon. The prospect had begun to express interest in the service offerings of my client and was impressed with their business acumen.

After three to four phone meetings, it was time for the price quote to be given. My client emailed the quote to the potential client. The business person made comments like: “this seems fair, this makes sense, let me get back to you and I need to talk this over with another person. My client allowed a couple of days to go by before they followed up but to their surprise, the prospect was not returning their phone calls. Umm, I thought, so I asked the following questions:

1. Since the client was local, why didn’t we visit with them in person?

2. When did you find out that the person you were talking to over the phone was not the final decision maker?

3. Did you ask to include all of the decision makers on the conference call or offer to meet with them in person?

4. What was important to the company as it relates to making a business change or consider working with a new vendor?

5. What is the process or protocol that this company takes before decisions are made?

6. Are they currently outsourcing these services to other vendor?  If so, who are they using?

As a Sales Professional for twenty years, I’ve learned to tackle the potential problems up front.  This way, when the time is right to “ask for the business,” the objections have already been addressed.

Recommendations

1. Since the prospect was local, I would have met with both the manager and the decision maker face to face. Many times, decisions are made when everyone believes that their input matters. So ask the question, “do you consult with anyone else before you make a decision?”

2. At that meeting, I then would have shared with them some facts about their industry so that they would be comfortable with knowing how much I value their industry. Having additional insight increases the likelihood of a potential client viewing you as an expert. They also will believe that you sincerely want to earn their business.

3. Make sure that ALL the key players are at the meeting.  It doesn’t make sense to “give value”  to the person who can’t say “Yes.” It’s easier for a person to say “no” when they don’t make the decision.

4. Remember “PPP.” Always present pricing in person when at all possible. Eye contact and body language helps you to determine the next step in the “relationship building process.” If there are any questions about the fees then you can address them head on.

5. What value do they need to receive from you in order for them to decide to do business with you?

Solution

When the decision makers are not involved in the relationship building process, they do not see the same value that one who took the time to get to know you as a person did.  They only see the price, cost, the bottom line because they missed the sole purpose of building the relationship. Therefore, you must find out what would it take for all interested parties to buy from you and your company? Or, what do they need to see from you and your organization in order for them to want to do business with you? (Service, Quality, Follow-Up, Accessibility, Warranty, Trust, Value, Knowledge, Respect, Style, Cost, Reputation)

What is your current process for earning business and how effective is it? Do you always meet with the right person the first time? If no, why not? How much longer does it take for you to develop a strong business relationship with your ideal target client?

Carried The Bag is a Business Development Sales Coaching company designed to assist individuals and organizations on sales effectiveness, sales strategies, building relationships and learn how to have sales conversations with your ideal target audience that is sure to generate venue. If you’d like more information about how we serve our clients, please visit us at www.carriedthebag.com

Thank you for the opportunity to coach you today!

 

March 16, 2010

If You Didn’t Speak To A Person What Would Your Handshake Say About You?

Posted by Yvette Alexander Slate under Uncategorized | Tags: , , , |
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The way we greet a person tells them a lot about us.  What does that mean?  Well, when one extends their hand to shake it should be firm, confident and sincere.  There are some handshakes that are so hard and firm that it shouts “lack of confidence but I’m going to overcompensate this handshake to cover-up my insecurities.” Then, there are those handshakes that some men give to women that are really an insult.  You know the one where it looks like someone is about to dip their hands in a bowl of dishwashing liquid. It’s fish like and powerless.  I wonder why people choose to use that handshake?  It’s as if they are afraid to grip the other person’s hand.  Well, I can speak I’m sure for all women who get that type of handshake.  You might as well just hug the person.

The handshake shows your strength and confidence in who you are.  Do you believe in yourself?  If this were a prospect, would they want to do business with them.  You know a weak handshake could make someone question the competency of your skills. It could also give them the impression that they could try to negotiate your service offerings.  Show them respect and respect will be honored as well.

So I say to you my friend, shake the hand of another with assurance, sincerity and confidence.

If you didn’t speak to the person, what would your handshake say about your character?

 

January 25, 2010

When You Are Confident In Your Services, They Will Confidently Say “Yes!”

Posted by Yvette Alexander Slate under Keys to Entrepreneurial Success | Tags: , , , |
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When I come in contact with a business that is looking to partner with me and utilize my services to help them grow, I oftentimes ask two basic but important questions:

  1. “Do you believe in what you are offering?”
  2. “Do you believe that you are adding value to your ideal client?”

If I see a hint of hesitation, I tell them that if they don’t believe that what they are offering adds value to others, then their prospects won’t believe that they can help them.  In other words, people can sense insecurity and doubt.  When one is searching for or evaluating an expert to assist them with personal and professional development, they want to know that this person is SHARP in their approaches.

Here are some things to consider:

  1. Once you have a solid business plan that focuses on the action steps that you need to take to grow your business, then take action and execute.
  2. It is appropriate to add, change or delete some processes that aren’t working.  My mentee Elijah told me that “it’s better to fail early and make changes than to continue the process and stay in the ditch.”
  3. Identify your opportunity areas.  In other words, admit your limitations and outsource those skills to someone who can help you.  We offer assessments that are “sales predictive” to help individuals know their strengths as it relates to business development.  Everyone can’t be the “hunter” and the “farmer.”
  4. Ask yourself, “what qualifies me as an expert?  Do I have the years of experience and the proven results to support those accomplishments?” People aren’t as impressed with the acronyms behind your name as they are with the results that you can help them achieve.
  5. When you are confident in your approaches and the presentation of your services, your prospects are drawn to that positive energy, effort and enthusiasm.
  6. So when it’s time to present your fees, you say it with confidence and you aren’t so quick to negotiate with them.  In other words, don’t be perceived as desperate.  You don’t and can’t work with everyone.  It’s okay for you to say no to businesses that are not good fits for you either.

I ask you today to evaluate your approaches.  Do you believe in what you are offering?  Does your experience support your position and your area of concentration? Do you offer your expertise with passion? And do you believe that others can feel your enthusiasm and confidence.

Stand in authority on your service offerings and know that you are using your gifts to help and serve others.  Make it a great day!

 

December 30, 2009

Today I Pulled Perseverance Out Of My Bag!

Posted by Yvette Alexander Slate under Keys to Entrepreneurial Success | Tags: , , , |
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Webster’s Dictionary defines PERSEVERANCE as “to persist (as in an undertaking) in spite of difficulties.” How do we juggle the journey of life? How do we keep “fighting a good fight” as the Good Book makes reference to? We all go through our own storms. We all take different tests. You can’t take my test and I can’t take yours. What do we do? This feeling and insight about our daily journey and walk of life, affects everyone at different times and under different degrees of competencies. Are we prepared for what is to come and the unknown? Sometimes we are and other times we aren’t. Can we appreciate the unknown? Will we stand firm and take the test.  How do we keep our heads up and dig down deep into that spirit of knowing that everything is going to be alright. Everyone has a “bag.” The bag is that skill, education, experience, professionalism, insight, courage and determination. Today’s “BAG”, we pull out PERSEVERANCE! We continue to keep our heads up. We maintain our upright posture. We walk with confidence and assurance. We smile even when things don’t look so bright. We are here to encourage one another. We are to be the light for others who just don’t see what is in front of them. My friend what is in your bag today?  I hope you pulled out PERSEVERANCE from your new 2010 BAG.  If you have any business sales questions or need a dose of encouragement, I’d love to “give” you value.  Please email me at yalexslate@carriedthebag.com

 

December 17, 2009

People Lose Business Because They Fail To Follow-Up!

Posted by Yvette Alexander Slate under Keys to Entrepreneurial Success | Tags: , , , , , |
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I was working with a client and they shared with me how frustrated they were that some of their prospects weren’t calling them back. First, I asked “when was the last time you made contact with the business?” And then my second question was going to be “what value did you give them when you called?” One can’t expect people to want to do business with you if you don’t follow-up with them and let them know that you want to EARN their business. Earning the business is a process of rapport and relationship building. Building a business relationship is like dating. A person meets another and you speak and exchange business cards. One agrees to follow-up with the other. By the way, you must be the one to always follow-up. Never assume or wait for anyone to have a positive or negative impact on the potential of a new client. You control your destiny when you do the work that is needed to earn the business. I recommend, follow-up with a card in three days. The card should mention when you would like to get together or connect face to face. You must follow-up on the day that you mention in the card. When you meet, allow them to share their goals, roles and responsibilities with you. If they are a good business person, the conversation when be reciprocated and you’ll have the opportunity to share the same. Now you both must think about the potential of a business relationship. A business relationship isn’t always about earning the business financially. It could mean that you may have a client that could use their services and vice versa. It could also mean “not now” but there may be opportunities in the future. Following up isn’t always about asking if they are ready to do business with you. But, follow up with them and give them something that they will appreciate and use. That’s how people remember you and want to do business with you if they see that you sincerely care about their propositional value statement and mission. What do you think are some reasons that prospects are not returning your calls? What value are you giving them? Do you care about their business? I’d love to hear back from you.