Posts Tagged ‘increase sales’

Many sales trainers, sales coaching programs and even sales books answer this question: Where does the sales process really start?  Their answers usually begin with the the infamous “developing rapport” or even the most simplistic one of “attracting attention.”  However, if we peeled away the onion so to speak, we would find the start of the sales process begins within each salesperson.

Credit www.sxc.hu

For when we ask where does the sales process really start what we are actually asking is where does sales success start?

Answer:  Between your ears!

Unless the salesperson has authentic self confidence through genuine self awareness, sales success will always be quite elusive.  Within that space between your ears, rests the reason for your desire to be successful, your motivation to reach further as an individual, to achieve more every day. Sales Training Coaching Tip: The majority of individuals know what they do not do well with far greater accuracy than knowing what they do well.

Understanding what you value, what motivates you, is incredible support you as you move forward to increase sales.  One of the better experts on human motivation, Abrahan Maslow, wrote about this subject and connected human motivation to emotional intelligence.  Unfortunately, many people truly do not know themselves nor truly understand emotional intelligence and consequently start the actual beginning of the sales process with bad or missing information.

Today, I saw a headline for a blog that suggested this writer, coach and consultant could build self esteem, self confidence quickly and easily. Well I beg to differ because unless you are building a house of cards, there is no quick fix solution to self confidence or self esteem. Acquiring true self confidence, being authentic from your head to your toes takes time and is an ongoing process. This is supported by research that suggests emotional intelligence deepens and grows with maturity for most individuals. In other words, the process of individual growth never stops.

If we look at some key indicators in society, we can quickly ascertain that self esteem in spite of nearly 40  plus years of public schools attempting to build self esteem has been for the most part a disaster. I know this to be true not only through my own observations but through one assessment, the Attribute Index, which looks at how people make decisions both externally and internally along with 78 key attributes or talents.

Socrates wrote that we as individuals must first know ourselves.  Then the next step as suggested by Kierkegaard is to choose who we want to be.  Finally we then can create the person we wish to be (Mirandolla). These three actions work in tandem to support us as we construct the life we deserve through clarity of thought.

Our sales success, the ability to increase sales, to build a business is no exception to this process that starts between the ears. So if you wish to understand where does the sales process really starts, then look inward and begin to understand how you make decisions, what motivates you and your key attributes or talents.  Through this ongoing self reflection process you will increase sales and your efforts will be far more sustainable than the quick fix promises within many self improvement books or even sales training coaching programs.

P.S. If you wish to take advantage and begin to truly know yourself, then take advantage of the Attribute Index along with a personal 90 minute debriefing.  This is probably the best investment of time and dollars you will ever make.

“Selling on value, not price, will increase sales.”

I cannot count the number of times I have shared this sales observation with clients and even on some of my social media postings. Of course giving credit where credit is due, my father told me this many, many years ago.

In sales as much as things change, they do indeed remain the same.

Yet the remnants from product based marketing (think price based) or traditional marketing still rampage their way through advertising to email blasts to those frequently and high traffic business to business networking events to social media postings. Yesterday was no exception.

In between sales coaching calls and returning phone calls, I scanned my Facebook feed. There was a posting about Pinterest, a new social media site that has been getting a lot of press and play the last few months. The posting said “check out our new guide” with a link. So I clinked on the link and then discovered the guide cost $17.  However since I have never bought anything from this firm and truly have not read anything so far that has prompted me to want to read more about this business, I could have care less if the price was $.07 or $700.

Like many others, I have been burned by buying a low threshold price product.  In many of those instances, I knew as much as not more than the authors and I actually was a far better writer. In this case, I knew nothing about the subject and could not find out anything about the authors.

For me the value was not the price but the expertise of the authors, the writing quality and the overall relevance of this social media site to my marketing action plan.  Since this eBook was being published by an organization, I had no way of knowing the level of expertise or the quality of the writing.  However, the association offering the eBook quipped back with “It’s only 17 for 4 how to guides.”

Further down my email in box was a quick article about how this site, Pinterest, was geared more to women than to men. Given my ideal customer demographics lean more toward men by 3 to 1, I quickly realized investing any free time on this site at this time would probably not deliver me new sales leads.  Better stick with LinkedIn and already planned  marketing activities.

Then in speaking with my most recent sales coaching client I attempted to illustrate an example of how today’s salespersons must look to the value from the buyer’s perspective and how selling on value not price will increase sales.

Imagine you are a Ford salesperson selling a Ford Focus to a new customer who happens to be Rush Limbaugh.  Now does Rush really care more if the car gets 40 mpg or he is more concerned about the technology and being able to sync his mobile devices? Anyway who listens to Rush knows he is a fan of high tech especially the Apple iPad and the technology aspect of a Ford Focus or any car is probably where he places a lot of value. Given his income, he is probably not as concerned about mpg as someone who may have a more limited financial budget.  Yes this may be an extreme example, but it illustrates the perception of value.

What many sales people do is to walk into that first time sales meeting with their perception of value tied to price and ignore what the potential customer, prospect or sales lead is saying.  Then they may even think they are selling on value not price and wonder why they cannot increase sales. Remember,

People buy on value unique to them.

The value within your solutions even those identified by past customers may not be the value perception or need from your newest sales lead.  To attempt to sell on price based upon your value perception such as in my first illustration of “It’s only $17 for 4 guides” will leave you pocket poor and provide fodder for a blog posting.

Many small businesses to large organizations would secure far greater results if they would think investment not cost regarding training the sales force as well as all other employees. However, headlines such as this one 3 Questions Business Owners Need to Ask About Employee Expenses to engaging in Google searches more often that not refer to salespersons and employees in general as a cost or expense.

Of course these same small business owners to C Suite executives talk about how “they value their employees” and “how their employees are their greatest asset.”  Yet examining their C Suite Board of Executive, very rarely will you find a Chief People Officer (CPO) sitting at the table with the CEO, COO, CIO, CTO, CFO, etc. And the reason for this is because employees are viewed as a cost, an expense, a liability and not as an investment.

Part of the rationale for this mindset is that in many organizations when examining the budget look to their greatest expenditures usually employees’ salaries, employees benefits and in some cases marketing. By cutting this large percentage of the overall expenditures creates a false belief in reducing costs and improving profitability. The sales force is not viewed as human capital or an asset, but rather a liability to be controlled and reduced.

Another explanation is the value behind training or upgrading the sales skills.  Machines to buildings can be upgraded and that upgrade may last at least a decade if not longer expect for technology.  People may require continual upgrading (learning, training and development) to specific sales skills as they are the individuals dealing with all the changes in the marketplace from compliance to market changes to customers.  The expansion into the global marketplace only adds more change into the mix.

A third explanation goes to the organizational misalignment between strategy, structure, processes, rewards and people.  Sales people are continually asked to be responsible for gaps in the organization that start at the top and cascade down.

The inability to increase sales is usually a symptom not the real problem.

Blaming the sales force is much easier than investigating the real problem for lack luster sales, customer turnover, etc. In many cases, this disconnect or gap happens between the job description, the performance appraisal and inconsistent behaviors by sales management to small business owners.

However, the deeper explanation is truly the lack of value specific to learning and development.  If leadership in sales management, at the C Suite truly valued learning, then investing in their sales teams would be as they say a “No Brainer.”  Most of the sales training coaching focuses on specific sales skills instead of the attitudes within the sales force.

Possibly the fear of identifying those attitudes might be a reflection upon sales management to executive leadership? 

In other words, the “I’m okay, You’re the problem” syndrome.

The sales force training should always be viewed as an investment instead of a cost or an expense.  When sales management embraces this belief or attitude, then they will probably begin to realize business success, increase sales and even reduced expenditures.

Remember, people buy from people and not from upgraded technology, newest software or the best looking building.

For the past two weeks in my weekly business column, I have shared five of the top LinkedIn Mistakes I have observed during the last six years. These are not the only ones. Over at another local social media site for Northwest Indiana, I have written to date six articles regarding LinkedIn and how to better use this powerful marketing, business to business  networking and prospecting tool to generate quality sales leads and increase sales.

So here is a listing of as many LinkedIn mistakes I have discovered. Please feel free to add yours and I will update this list with your contribution and name.

1. Incomplete profile
2. Poor headline
3. Executive summary that is a resume
4. No recommendations
5. No giving of recommendations
6. Not thanking those who give you recommendations
7. No professional photograph (head shot)
8. Using Logo instead of professional head shot
9. Failure to include keyword in headline
10. Failure to include keyword in summary
11. Failure to include keyword in specialties
12. Failure to include keyword in skills
13. No results in executive summary
14. Grammar and spelling mistakes in entire profile
15. Failure to list website and other URLs
16. Failure to include your Blog along with Slideshow
17. No groups listed
18. No interested listed
19. Groups listed, but no active participation in groups
20. Participation in groups is posting your own blog as a discussion
21. Lack of professionalism when participating in groups specific to marking promotions as promotions, job opportunities as jobs instead of marking them as discussions
22. Participation in groups is 100% self promotion always referring to your blog, your solutions, your website, little to no value is added
23. Collecting names like business cards
24. Collecting names without a goal
25. Being dis-respectful in discussions because you are always right
26. Being confrontational in discussions because you are always right
27. Being the Know It All in discussions
28. Disrespecting the viewpoints of others within discussions
29. Not being personal; focus is always on selling
30. Not providing value as focus is always on you
31. Asking for recommendations from people who truly do not know you or know enough about you in you current role
32. Not reaching out to your contacts proactively to learn how you can support them
33. Not sharing or commenting on others’ updates
34. Not being active regarding the update feed
35. Expecting by being a member people will connect with you
36. Not doing research using LinkedIn to find quality connections and sales leads
37. No process in place as how to proceed after receiving an invitation or giving an invitation to connect

Please feel free to add your top LinkedIn mistakes and maybe this list can grow to 50 or more.  Learning research suggests 70% of all learning is informal meaning we learn best from each other than from some instructor or teacher.

P.S. I may also add to these LinkedIn mistakes as well as I uncover more.

Having a giving attitude or mindset before having a receiving attitude will increase sales. This is well illustrated in the book The Go-Giver by Bob Burg and John David Mann. A colleague of mine, Dan Waldschmidt, in his EDGY conversations (book soon to be released) links the letter G  to having a giving mindset. Ivan Misner, the founder of BNI, embraces a giver’s gain belief.

Credit www.sxc.hu

Yes having a giving attitude is necessary in today’s business world especially if you wish to Be the Red Jacket, to stand out and away from all those other gray suits (think competitors).

However, some believe giving away anything suggests you are engaged in “free” value exchange and free does not pay the bills.  Agreed, free does not pay the bills. Yet to be stingy also may not be the best marketing, selling or sales strategy.

People buy from people they know and trust. 

Through the demonstration of giving value, one can begin to build that trust.  This strategy accomplishes one of the two purposes of marketing to build relationships.

With technology, a giving attitude is probably one of the better competitive advantages for small business owners and especially solo-entrepreneurs. Since these individuals have limited resources of time, money, energy and emotions, understanding how to infuse a giving mindset into their marketing objectives may provide an advantage not as easily undertaken by the “big boys” or much larger competitors who have more resources.Sales Coaching Tip:  If you continually give to one small business owner or professional person and that person appears to be all about me, then remove that individual from your network.  Having a giving mindset does not mean to be continually used or abused by others.

Here are 7  tips of how to demonstrate a giving attitude.  One word of caution is recommended.  If you are not authentic, if you lack a written statement of core values, then these tips may be recognized by your potential customers (prospects) as self serving and consequently may backfire.

Tip #1 – Content marketing  is a great way to demonstrate a giving mindset.  By sharing your expertise or knowledge about specific topics, you can build credibility while providing value to those within your business orbit of influence.

Tip #2 – Hand written notes also showcase you are about being human.  Establishing a habit of sending out just one thank you note, glad to have met you note or just to say hello note is very much appreciated by others.

Tip #3 – Send a book to a complete stranger is another giving mindset action.  Maybe you read about an executive who shares a similar philosophy.  What is keeping you from sending out one of your favorite books to him or her?  Sometimes, I send a copy of Fail-Safe Leadership to C suite executives or even small business owners who I believe may enjoy this fairly quick read.

Tip #4 – Call an acquaintance, a contact from your local LinkedIn or other social media sites to meet for coffee, breakfast, lunch or even a glass of wine. Give of your time, listen to this person and determine how you may support him or her.

Tip #5 – Speak to a local civic organization or institution of higher learning or volunteer.  Share your knowledge freely without expecting any sales leads.

Tip #6 – Look to how you can support others by sharing connections or ideas.  For example, you could send a PDF file you just received regarding a trending business issue. By showcasing your authenticity through a giving mindset, you will become the “go to” person and that recognized authority.

Tip #7 – Say thank you.  Remember to acknowledge those who have supported you.  A little gratitude goes a long way.  If people are not being giving to you, possibly that could be because you have not been giving to them.

One of the statements I share with my clients is:

We receive what we believe.

If we are to receive abundance including the goals to generate sales leads, to increase sales, to develop a culture of high performance, to become a better leader, a better person, then to achieve these goals start with our beliefs.

A giving attitude is a belief and not one with a quid pro quo clause attached. To give without expectation of something in return is an incredible business skill not to mention people or interpersonal skill. This belief truly separates the few from the many and the forward thinking leaders from the rest of the crowd.

Sales calls introductions, cold calls or first time sales calls are the first or last opportunity for sales success.  Beyond the cold calls or  “robo calls” where some fast talking prerecorded salesperson promising you to increase sales just by writing down a web address at least four times, there are those follow-up sales calls  introductions or cold calls from webinars to business to business networking events.

Interruption marketing is alive.

In spite of all the sales training and sales coaching is still very poorly executed.

www.funnysalescartoons.com

Yesterday, I had a follow-up sales call from a free webinar I had attended the previous week. This sales call was not pretty.

And what was sad was this company does sales training and sales coaching.  Guess they should have started with their call center.

Me: “Good afternoon, this is Leanne, how may I help you?”

Caller: Pause, some stuttering, “I’m looking to speak with Leanne. Is that you?”

Me: “Yes, this is she speaking.”

Within the first five seconds, the salesperson has made three critical mistakes and sent the rest of the phone call down the path of follow-up failure instead of sales success.

Mistake #1 – Did not listen. Not listening goes against sales buying rule #1, people buy from people they know and trust.

Mistake #2 – Did not immediately identify himself and his company. The caller ID showed a phone number, a city but not a business. He did identify himself, first name only and his company in the next 5 seconds. However, by not listening to my initial response, the distrust was already in place.

Mistake #3 – Did not ask if this was a good time to talk.

The call continued.

Caller:  “You attended a webinar last week put on (company’s name) and I was curious was to what you thought.” He made a few more insignificant or small talk remarks around this webinar.

Mistake #4 – Failed to make the call personal. The company could have sent me an evaluation form if that is all they wanted to know. His sales script is causing my eyebrows to raise; the distrust continues to build; and sales objections now start to mount. However I continue to role play to expand this learning experience.

Me: “I’m sorry, I don’t wish to appear rude, but I am confused as to why you are calling me. Possibly in the future, you may wish to consider doing some research before calling as I am already a client from purchasing a past paid webinar?”

Caller:  “We had over 350 people on that webinar and cannot research everyone.”

Mistake #5 – Making an excuse for poor performance.  I truly do not care how many people you had on the webinar.  Your call at this point in time is interrupting and potentially insulting as you did not know I already was a client.  I felt he was looking at his sales script and there were no options for this type of exchange.

Caller: “Let me start over.” He actually said this two times as I have edited this conversation for sake of brevity.

Mistake #6 – Not having a clear message.  Fumbling sales calls introductions is not how to build relationships and increase sales. Again, my sense is his sales script had not planned for this type of encounter. The distrust and sales objections continue to grow as well as some negative emotions.

What I realized there are probably many people who go along with these types of sales calls introductions and ignore all these follow-up sales call mistakes. I used to be one of them. Now I am still respectful, but curious as to what happens when the follow-up sales call does not go according to the planned sales script. Beyond being a learning experience, I admit I find some fun and humor in these exchanges.

The next significant remark was:

Caller:  “Do you consider yourself to be an expert?”

Me: “No, as I am always looking to improve.”

Caller:  We at this firm are experts on (insert service).

Mistake #7:  Never challenge the potential customer on the follow-up sales call. Even though I have written a nationally published book on sales success (Be the Red Jacket), have over 3,000 articles on the web including EzineArticles, Evan Carmichael and Sales Gravy, have been considered by several people to be one of the best small business writers in the country, I still do not consider myself as an expert.  I do believe I have some expertise in several subjects. Sales Training Coaching Tip:  Leave your ego at the door.

As to this firm’s expertise, yes the CEO who I personally know has expertise and may consider himself an expert. However, I believe for the service being marketed, my efforts to date are far more successful than most small business owners or sales professionals. Additionally as I shared with the caller, the webinar I attended was basic information and I truly did not learn anything new.  The purpose I attended this free seminar was to ensure that I was not missing something in my marketing and selling efforts.

The call politely and quickly ended. My sense was the caller was relieved and probably thought of me as the cold call, follow-up sales call from you know where. He also may have had the thought that I was a witch with a “B.”  I truly do not believe he thought the problem was him, his sales script as much of the conversation was quite defensive or maybe structured under the premise of ABC – always be closing.  Of course I could be wrong and it would not be the first time.

After the call ended, I reflected and even posted to my Facebook page. Also, I did wonder for a few moments if he would share his experience with his manager or even the CEO. Well, time will tell.

People wonder where I find the material for this blog and the numerous other articles.  All one has to do is to listen and observe. Life has an incredible way of providing far more information than any of us could ever possibly share. My challenge from all these observations is to determine what is most relevant for the readers of this blog be them professional sales people, small business owners or even C-Suite executives.

Please feel free to comment if you have had a similar experience. What actions did you take? I look forward to reading your thoughts.

Content marketing begins with relevant value which emanates from strategic planning as demonstrated through market research.  Potential customers, prospects, centers of influence or strategic partners are seeking new information.  Your goal is to become one of the top resources in this quest for this endless flow of information. Sales Training Coaching Tip:  To engage in content marketing without having a strategic plan has you in the role of Captain Wing It where you spray your efforts all over the place and then pray something will stick.

Of course there is a problem with all you can eat information, there is just too much of it. This is why relevant value is so critical.

Value as Marc Miller writes in his book A Seat at the Table truly comes from the client or prospect’s viewpoint.  In other words, people buy on value unique to them. This is my sales buying rule #3.

Yes, there may be some generic value in specific industries or specific roles, however each organization has a culture of decision making based upon certain usually unknown values. The challenge for those in sales is not to have their perception of value supersede the potential customer’s reality of value.  Sales Training Coaching Tip:  Miller’s book is probably one of the best books on how to increase sales in today’s market place as well as to how to understand value.

Relevancy specific to value is what is most critical at this point in time and works with the two sales buying criteria of commitment and urgency. For example, if the organization  is looking at compliance costs even though they also believe in building customer loyalty, what is more important to them right now?  For whatever is more relevant will also be where there is greater urgency and a greater commitment to take action.

Writing numerous postings on this sales blog as well as a weekly column for the Post-Tribune of Northwest Indiana, regular contributor for NBiz Magazine based out of Houston, Texas, not to mention thousands of other articles, I am continually reviewing what the readers are seeking based upon metrics such as reads, retweets, etc. Even though I sincerely believe in strategic planning, leadership, business ethics and consistent goal setting, those articles do not receive as much attention as ones on:

7 Top Tips to Car Salesmen’s or Car Saleswomen’s Success – 52,583 reads published April 25, 2007

7 Tips to Real Estate Agent’s Success – 41,978 reads published May 16, 2006

What is Passion? – 17,630 reads published May 29, 2005

Content Marketing a Competitive B2B Advantage – 307 tweets since January 8, 2012

Uniting See Level with Sea Level to Reinforce an Engaged Workforce of Thinkers and Doers – 31% click through rate since August 1, 2011

Can Your Business Ethics Stand the Newest Wave of Bombardment, Social Media? – 7 reposts through EzineArticles since August 17, 2010

The challenge even though relevant value may work in tandem with two of the 5 sales buying criteria, it doesn’t necessarily guarantee a sale.  Returning to the example of the first two articles about car sales people and real estate, many of these  sales people do not have the allocated dollars to hire a sales coach. However the article still gives provides the opportunity to attract more attention and build more relationships.  Yes I have earned dollars through these articles. Sales Training Coaching Tip:  Determine your niche in content marketing.

To determine relevant value begins by listening to what your customers are saying; by listening to what others are saying; by listening to what is happening within your market place, your community and even the world. Also engaging in keyword research supports relevant value in content marketing.  Keyword research can be your secret weapon to Be the Red Jacket, to stand out in the crowd with your blog postings to articles to even keynote speeches.

In today’s very crowded market place, does demand that you do stand out if you wish to increase sales. Content marketing based upon relevant value just may help you stand out a little quicker, may increase sales and may expand your market influence.

Even in today’s knowledge rich society, the ongoing goal of how to increase sales still results in “sharky sales behavior.” We all know about this type of sales behavior.  The salesperson circles around you, comes up, attempt to take a bite under the disguise “May I help you?” and then resumes circling. Just waiting for that moment. Can you hear the music of Jaws in the background?

Credit www.sxc.hu

Sharky sales behavior appears to be ingrained in the sales training at least for one national wireless company.  Every time I enter one local wireless retail store, I am immediately approached by a salesperson who utters the four word baited question “May I help you?” I politely tell him or her no and all I am doing is paying my bill.

Then the person circles checking in every couple of moments “Are you having any problems?” or “Did you know you can pay your bill quicker over here?”

When I am paying a bill, I like my privacy.  I do not want to pay a bill in the center of the salesroom with a plethora of people coming and going. Of course the center of the room is nearer all those new products so that maybe you as the customer may be interested in the latest new mobile smart device. And this is more important to the store than your financial privacy.

Years ago when retail clothing stores had sales people as compared to checkout clerks, there was a lot of sharky sales behavior especially for those salespersons on commission.  Today that behavior can still be found at many retail outlets from electronics to new car sales.  Even those engaged in business to business (B2B) sales sometimes also demonstrate this type of sales behavior.

Unless you want your customers to be reminded of Jaws or heavens forbid pushy sales people as in Glenngarry GlenRoss movie where the ABC of always be closing  of sales training is immortalized, then maybe it is time to reconsider how to increase sales.

Sales Cartoon

Credit www.funnysalescartoons.com

Sales Quotation

“You need to point out what additional value you offer. It’s not just price point. If that was the case, we’d all be driving Yugos and eating at McDonald’s.” Leanne Hoagland-Smith as quoted in the New York Times, Shortcuts column.

With the economy in the doldrums, there are many small business owners to C Suite executive engaged in business model innovation by re-purposing or restructuring their current business models by adding value to justify their costs or fees so that they can increase sales.  And these folks should be applauded because staying in the status quo when it is not working truly is not a good business strategy or best business practice.

Credit www.sxc.hu

These past two years I have engaged in business model  innovation within my small business coaching practice specific to re-purposing and restructuring the solutions (services) I provide for clients. Through this reflective strategic thinking process I created a 30 day coaching engagement that was 50% to 40% less than many other sales training organizations including those with far more national presence. Over the course of two years, I have refined it and now have a fairly solid process that delivers ongoing value and truly sets me apart from others.  Sales Coaching Tip:  Strive to Be the Red Jacket in a sea of gray suits.

One well known and established national USA sales training organization requests a 12 month commitment and a $1,000 monthly investment. Now for many small business owners even those with profits near $120,000, this represent a 10% hit to the overall income.  Yes even if it is a tax write off, redirecting $1,000 a month for 12 months can cripple monthly cash flow. Sales Training Coaching Tip:  An investment in your business or even yourself should not be detrimental to your cash flow.

Innovation is looking at the same landscape but seeing something new. 

Innovation is not necessarily inventing something different, but by re-purposing one way of doing something to another way can provide new opportunities and more importantly create value. Marcel Proust said it best even though he was not directly referring to innovation:

“The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.”

Re-purposing and restructuring began by listening to what my clients shared with me as well as ongoing research within the professional service industry of consulting and coaching.  This did require continual reference to my business strategic plan along with ongoing updates.  Two of the key obstacles for my clients as well as potential clients who wanted small business to sales coaching was time and uncertainty.

Even though time is a constant, people are overwhelmed with to do lists to more plates than a waiter or waitress can juggle. Then there is this looming clouds associated with all of the economic uncertainty.

• Will this law pass?
• Will home sales pick up?
• Will business overcome the latest government compliance mandate?
• Will I be able to afford to keep the current benefits and salaries for my employees?
• Will this country or that one go to war?
• Will I have enough money to cover this commitment?

By seeing the same landscape with new eyes, lenses or filters call it what you may, I was able to increase sales the last two years by 50% while also improving profits because I reduced direct and indirect costs.

Re-purposing or restructuring does require small business owners,  professional salespersons or even C Suite executives to schedule time to:

1. Revisit the strategic business plan
2. Research current market place and past customers’ buying patterns
3. Reflect upon this information until clarity is achieved and value solidified

A business may restructure its fees or costs up or down depending upon the information gathered from incorporation of these 3 Rs.  For me, the engagements have been shorter, yet the clients are far more satisfied with the results.  And in business it is the results that matter.

During a brief  podcast with Dave Woodson, the conversation of selfish small business owners, sales referrals and giving mindset surfaced.  There appears to be an influx of a selfish mindset, a one way street where the goal to increase sales is all about me as the small business owner (salesperson)  and the heck with everyone else. And worse yet the rationale is “I’m just too busy.”

Credit www.sxc.hu

This past week I conducted my own personal experiment.  I made seven recommendations (think sales referrals) on LinkedIn with people I interact with at least two times per month. All have accepted the recommendations and yet only one person has personally thanked me.

What does this say? 

For me, my take-a-way is there exists a very real lack of a  giving mindset.  I was not looking for quid pro quo sales referral or recommendation, but rather confirmation these individuals who tell me they have strong business ethics truly not only talked the talk, but walked  the walk. One one person has confirmed he “walks his talk.”

In writing this blog posting this morning, I was interrupted by a telephone call from Dan Waldschmidt. He was calling me about a Facebook posting that he liked. Dan wanted to personally thank me for my acknowledgement and ongoing support specific to a posting about his EDGY acronym.

• Extreme
• Disciplined
• Giving Mindset
• Y – Human with a Y

Dan shared with me that each day he attempts to acknowledge others as well as to write one personal note. Dave Woodson also shared a similar daily action of  a giving mindset  I also have a daily goal to send out one hand written note.

What is interesting is that very few people acknowledge those notes, those actions.  Yet when someone does say, “Hey thanks for the note, it made my day” or something else to that effect, you as the sender know it is a worthwhile endeavor.

To grow the local  economy, to increase sales for your business begins with your giving mindset.  Ivan Misner, founder of BNI, talks and writes about giver’s gain.

Your actions beyond the handwritten note also keep you “Human with a Y.”  They can extend to other interactions from Likes on Facebook, to RT on Twitter to comments on other blogs.  Additionally all these social media interactions include going beyond the keyboard to actually meeting some of your social media fans, friends or colleagues be it face to face, the telephone or through Skype.

Each Monday morning through my weekly business column at the Post-Tribune of Northwest Indiana, I provide two shout outs to local small businesses.  Also when possible I interview local business leaders to get their perspectives on leadership.  The rationale behind this is to:

• Stay connected to people
• Maintain that human touch
• Provide some PR to local small businesses
• Be part of the solution to make my community, my world a better place
• Be a better person

Now some of my crazy busy small business owners tell me they are just too busy to take those actions. They don’t have time.

My response is “Get up earlier” and make time!

However, these same just too busy small business owners have complained about not receiving sales referrals or sales leads and continue to expect to receive sales referrals or sales leads.

How can you expect referrals when you fail to give referrals or personally acknowledge others?

How can you be of a giving mindset when you have a one way attitude about sales leads?

How can you say you want to see local business grow when your actions are just the opposite?

This posting is not about showcasing the business ethics of  Dan, Dave or I nor that we are better than others, but rather calling attention to this “selfish mindset” that is creating  incredible gap in business today from the professional salespersons to the small business owners to even the big businesses or corporations. If we want to grow the economy, we must take actions to show we mean business.  Those actions require a higher degree of business ethics meaning actually taking action.

The question is truly very simple.

Are you of a giving mindset with the behaviors (think business ethics) to demonstrate that attitude of gratitude?