This is How She Built Trust

trust-shaking-hands“If building relationships is the key to sales success, then trust is the foundation.”  Entrepreneur.com

I learned the importance of trust when I began my first sales job years ago.

My responsibilities in the new position included purchasing the products we were going to sell.

Vendors called to pitch their products. They sent glitzy faxes and colorful catalogs. One after the other raved about their “superior” products and wonderful services.  They all sounded pretty much alike.

Except for one person – who set herself apart from everyone else. 

This supplier – after learning that I was new at the job, did something different.  She (her name was Rita) offered to help me.  She had been in the business for 20 years and was exceptionally knowledgeable about all the products I needed to purchase.

Rita told me to call her if I had any questions  – even if her company could not supply the products.

What a great sense of relief.   She made my job easier!

Rita was the one person who was willing and able to provide information I needed. No one else had made that offer.

She followed up with her promise to help.  Again and again I called to ask her about products being requested by my customers.  Products I knew nothing about.  She always had the answers, including price and availability.

Result

She built a strong relationship with me and I trusted her completely.

Rita was the first supplier I called when I needed to order.  She had set herself above her competitors by offering to help me, rather than just pitching her products. She DID sell to me by being authentically truthful and believable.

The Importance of Trust

According to a recent survey conducted by Hubspot:

Only 3% Consider Salespeople To Be Trustworthy.  Ouch!

But you can begin building trust during the first call.

Spoiler alert:

The next part of this post is all about the March e-Course.  If this does not interest you, stop reading now. (Though I hope you won’t stop.)

3 Ways to Gain Trust in the First Call 

  1. Remember that the first 9 seconds of a cold call are critical to gain trust and build credibility.

Example:

“Using what I learned in Ann Barr’s e-course, I have actually changed my initial greeting. I really feel like this has helped me gain more trust in the eyes of my prospect and has given me more credibility.”

 Venetta Diesel, Managed Print Services Manager, Millennium Business Systems,
Cincinnati, Ohio

 2. Instead of making every statement about you and nothing about them, talk about how THEY will benefit.

Results:

“In the Ann Barr e-Course I’ve learned a lot about how to approach my work. I now have a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”

 Felipe Hernandez, Zeno Office Solutions, Midland, Texas

  1. Ask questions in a way that gives you the information to help the customer:

Success:

“Ann, your e-Course helped me become more successful as a sales rep because I now know how to acquire the information needed to develop a relationship with potential customers and how to be successful in increasing my personal sales.”

Christina Tolea, First Phase Data, Winnipeg, Manitoba

Here is how YOU can develop a relationship with potential customers and increase your personal sales:

Be one of the first 5 to register for my one-to-one sales success e-Course starting on March 28th.

Why be one of the first 5?  Because I work individually and personally with each person & there are just 5 spaces still remaining.

In this e-Course you can:

  •     Learn how to create your own unique opening statement which will allow the prospect to become more comfortable and will end up in more sales for you.
  •     Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale” because we all love to buy, but we hate to be sold.
  •     Find out exactly how to create trust during the first call.
  •     Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the call and the sale.

So what exactly is this e-course?

It is a self-paced study training program that shows you step-by-step how to feel more comfortable making outbound calls in a way that is authentically “you” and irresistible to your prospects.

Click here to see feedback from successful reps who have completed this course.

How will you benefit?

With this 4-week once-a-week one-to-one e-Course you can learn how to write your own scripts and e-mails that sound genuinely like you and motivate people to want to buy what you sell.

Boring and self-promoting wording in a sales call or voice mail message can lead to rejection and is a fully reversible condition. But if left untreated, it can hurt your business.

Get Rejection-Proof Skills

Whether you’re a beginner or polished sales professional, everything you say and write in your emails will become more compelling and effective.

  • Work At Your Own Pace
  • Work on it whenever and wherever you can.
  • Revisit and review as much as you like: The materials are yours to keep for life.

How it Works

As soon as you register, we will schedule a time to talk so you can describe your situation and I will let you know exactly how the course works and answer any questions.

Then I’ll send you the Week One workbook in a pdf document and assignment pages in a Word document.

After you review the workbook and complete the assignment pages, email your completed assignment pages to me.

I’ll review your assignments and send you an email to set up a date and time to talk and give you my ideas and suggestions and answer any questions you may have.

Click here to see more about this e-Course and how it can work for you.

Interested?

Send me a message and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals.

And good news  . . .

. . .  BTA educational discounts apply for this course!

- Ann

PS:  The course begins on Wednesday and there are just five spaces still available.
PPS:  If you’re interested, Send me a message and I’ll get back to you as soon as possible.

 

 

The End of Voice Mail?

man-earphones-medFrom Destinationcrm.com “Companies are losing a lot of business opportunities because people are not leaving voice mail messages.”

Recent statistics from Forbes magazine show that 80 percent of callers sent to voicemail do not leave messages because they don’t think they’ll even be heard.

And yet, voice mail messages that are helpful reminders or actually solve problems CAN get returned. Maybe not with just one voice mail message or two or even three.

Do they need what you can provide?

Three voice mail messages I received last year from the same person were attention getters because I needed the service her company provided.  The messages were a week apart.  I did not return the calls until after the 3rd voice mail message.  But I’m glad I did.

Why 3 voice mail messages? 

Because the caller was pleasantly persistent.  (Very important.) 

The purpose of those three messages:

It was time to renew my AAA (American Automobile Association) membership.

Why didn’t I return the call the first time? Or the second time?   Procrastination on my part. (Some of YOUR prospects may also be procrastinators and will need to hear more than just one or two voice mail messages…just saying.) 

When I finally called back after listening to the 3rd voice mail message – and renewed the membership, I was sooo glad I did because a week later, this happened.

An Unexpected Problem

It was a scorching hot August day (100 degrees) in the middle of the afternoon.

I walked out of the grocery store holding two bags full of groceries…including my favorite chocolate ice cream.

But then … my car wouldn’t start.

Instead, there was a sad clicking sound.  Ugh.  Dead battery.

Worried about how fast the ice cream would melt, I phoned triple A and – wow – they were there in less than 10 minutes with the battery for my car!

At that moment I was grateful for the 3 voice mail reminders to renew the triple A membership.  Really grateful.

“If at first you don’t succeed…”

”Some of your prospects and clients could also be grateful for receiving multiple voice mail messages from you. You may be discouraged after not getting a call back after the 1st or 2nd voice mail message, but think about the example of success after I listened to 3 voice mail messages from the AAA, returned the third call and made the purchase. Whew.

You can leave an irresistible voice mail message

This is an excellent voice mail example from page 14 of Voice Mail Tips & Scripts –

“Hi Ann. Brian Kelly with XYZ Consulting Service at (his telephone number). I noticed you’ve been making some changes to your web site AnnBarr.com and I have some ideas about how to add a few elements to your site that would greatly increase traffic. We’ve done this for (person/firm in my industry who I might know) and they’ve achieved (important results). Let’s talk. My number Is (his phone number). I’ll try getting back to you as well.”

Important:  This message was not about his company. It was about my business and my desired results. That message definitely prompted a call back.

In Voice Mail Tips & Scripts, you’ll see 12 effective voice mail messages and much more, including:

  • The 5 steps in an effective voice mail message.
  • Step-by-step worksheets you can use to create your own unique voice mail message.
  • Find out how to avoid the biggest voice mail time wasters!
  • 12 proven successful scripts for different voice mail message situations.
  • Learn the tactful way to word your voice mail message to the prospect who did not return your first call . . . and your second call . . . and your third call.
  • Discover the six deadly voice mail mistakes that will get your call deleted!

Because Voice Mail Messages are Important:

When you see the description of this 33-page e-book here, the price is listed at $9.97, but today through Saturday, Feb. 10th, your cost is just $2.97.

“The best ROI in 18 years!”

“Ann, thank you for what I would consider the best ROI percentage that I have ever experienced in 18 years. I downloaded and read just three pages in your Voicemail Tips ebook -jotted down a short message to leave at a customer I have called four times in the last two weeks with no reply and she called me back the next day!”

Steve Sheffield, President. Southwest Office Systems, Vancouver, WA

Think about it:
When you leave a compelling voice mail message for a prospect, you may be solving a problem or communicating a solution for someone looking for exactly what you can provide.

If you’d like to receive creative marketing tips and helpful ideas in your inbox a few times a month, feel free to sign up for my newsletter.  Thanks for visiting!

An Unexpectedly Awesome Email

girl-child-happyEven though the company’s marketing is always brilliant, this email was unexpectedly awesome.

The personalized nature of the message caught my attention immediately.  Notice how many times the word “you” is used.

Here is the text, with the name of the business not included:

Subject Line: 30% Off for You, One of our Best Customers

“Of course, you’re one of our best customers so you already know that one of the best ways to clear your mind, is to live clean—that means an organic, whole foods diet, environmentally sound supplies for your home, and chemical-free skin care.

“While our blog is dedicated to education in things like healthy living and creating an eco-friendly community, our real passion is providing you with organic and wildcrafted skin care—you know you can trust our products all the way from the ethically sourced, nonGMO seed to the synthetic-free pump in the palm of your hand.

“You’ve been loyal to our line, and we want you to know it isn’t unnoticed, so we made you a 30% off coupon code that you can use for this whole month.

“It expires January 31st so you have plenty of time to use it, but we suggest using it today so that you have the chance to order again with your coupon before month’s end.”

The next day another brilliant email from the same company:

YOU’RE ONE OF OUR TOP CUSTOMERS

“Take 30% off on all full size products through January 31.

“We know for certain that we couldn’t follow our honest, wild, beautiful, path without your loyalty and dedication to your own honest, wild beauty.

“We would love to scream “Thank you, Ann!” from the rooftops but you probably wouldn’t hear us all the way in Virginia Beach so instead, we made you a 30% coupon that you can use for the entire month of January.

“Treat yourself right this year—whether it is stocking up on your old favorites or trying something new—you deserve 30% off any full size or accessory you like—just use code __________ when you’re checking out.

“We don’t offer this coupon but once a year, and only to the select few people, like you, that make our community great.

“So thanks again for a wonderful 2017, and here’s to a beautiful 2018!”

This well-written email had the effect of causing me to feel appreciated as a customer and eager to use the 30% off coupon.

An absolute success!

And… to you from me:  Happy New Year!

Ann

PS: If you have been reading my blog, you know the identity of this successful company :-)

PPS:  If you’d like to receive creative marketing tips and helpful ideas in your inbox a few times a month, feel free to sign up for my newsletter.  Thanks for visiting!

Related:

Creative Marketing Wins Skeptics

This 4-letter Word Earned the Sale

Which Works Best – Kindness or Aggression?

Use These 4 Words and Your Clients Will Love You

Three Examples of Thoughtful Marketing

3 Examples of Thoughtful Marketing

woman-thoughtful-face-on-chin_1_50The process of marketing, when you think about it, first involves emotion.

Think about the new car you purchased and how excited you were the first time you drove the car. There was the “new car smell” and how good you felt driving your new vehicle.

Even the anticipation of buying something you really want is enough to start picturing yourself owning the thing that will fill you with positive emotions.

Successful marketing focuses on how the buyer feels about what is being sold.

Because you care – and you believe your products and services are the best available – think about how you can successfully communicate to prospects the feeling of the excellent quality and benefits you provide.  Because:

“If you have a great offering, weak marketing actually does everyone a disservice.”
– Stefanie Flaxman, Rainmaker Digital

The Importance of Feeling

“Feel” is the first of a 3-step process brilliantly described by Alexandra Franzen in her free 13-page booklet titled Feel. Know. Do.

Examples of Thoughtful Marketing

This attention-getting email I received last week from a website designer was very different from messages sent by other website designers:

Subject line: “I have some exciting ideas for your website.”

The two positive power words in the message: “exciting” and “your” immediately caught my attention. I felt the writer actually read my website and knew how to improve it.  I opened and read the email and saved it for future use and action. 

Feeling Good After the Sale

Just as important as feeling good before the sale, the after-sale feeling is critical.

After I placed an order on the Zulily website, a confirmation of the order arrived by email with these words:

“You have such good taste!”

Even though I realize these words are most likely sent to all buyers after a sale, still it was a “feel good” message.

These are the words on a small brochure included with something I ordered from Amazon and received 2 days later:

“You have in your hands the World’s Best ___________.”

The wording in this brochure made me feel more confident about the quality of this product and happy that I ordered it.  Nice!

Both of these after-the-sale messages began with the word “you,” one of the top positive power words.

Related:

This 4-letter Word Earned the Sale

And

Which Works Best – Kindness or Aggression?

And

Use These 4 Words and Your Clients Will Love You

Thanks for reading.  Have a great day!

- Ann

PS – You can see 18 positive power words on page 4 in this free 24-page workbook, which is a preview of my 4-week one-to-one e-Course.