Rethinking the Elevator Pitch

By Patrick Mahan

You never know who you might bump into. A chance encounter on an airplane could lead to your next big sale. Or the person in line behind you at the grocery store just might be the strategic business partner that helps take your brand global.

As they say, "Luck is what happens when preparation meets opportunity." The question is, how prepared are you when opportunities like these arise?

The Most Powerful Tool in Your Sales Toolbox

By Patrick Mahan

Best-selling author, sales trainer and Customer Service guru, Jeffrey Gitomer, says: "Why are you inside making cold calls instead of outside earning referrals?"

Think about this. Cold calls are the lowest percentage sales technique. Referrals are the highest. So play the percentages! Invest more of your time and energy into actions that are most likely to earn referrals.

Hint: That usually means nurturing current customers rather than soliciting strangers.

And keep this at the top of your mind... when approaching a new prospect, always try to go through a mutual friend. The more you have in common, the more likely they are to accept you as someone they like, trust and would consider doing business with.

Above all, a loyal customer is the most powerful tool in your sales toolbox. Work hard to earn their trust and respect. Help them achieve their goals, satisfy their wants and fulfill their needs. In fact, engineer your entire relationship around doing things for the customer that will ultimately lead to a referral. It's like mining for gold - getting a referral is the gold nugget and it is the result of your hard work and sincere efforts.

If you have what you consider a loyal customer, but have never gotten a testimonial or referral out of that person (one that has lead to new business) then you might want to ask yourself a few questions... Have I nurtured this customer enough? Have I earned their trust? Have I helped them fulfill their needs and wants? Have I ever provided THEM with a referral? Have I ever asked?! 

Loyal customers are your greatest resource. They are the key that unlocks new customers. But remember... it's always about you helping them FIRST. You must give them something of substantial value BEFORE you ask them to reciprocate.

Ultimately, your long-term success as a salesperson is based on the quality of relationships you build, not the quantity of transactions you make. See yourself as a problem-solver, not a product-pusher.

And don't be afraid to ask! If you are afraid to ask for a referral, then that means one of four things... you lack confidence in either yourself, your product, your company, or your service. But when you believe in yourself, your product, your company and your service, then it is only natural that you - and your customers - would want to share that value with others.

Relieve Yourself from Cold Calling! There's a Better Way...

By Patrick Mahan 

Do you hate making cold calls?

Everyone does. And now more than ever, people are going to great lengths to avoid these types of interruptions. Caller ID. Call Block. The National "Do Not Call" Registry...

So if everyone knows people hate getting cold called, then why does this practice still exist? 

Consider this Golden Rule: "Sell unto others as you would have others sell unto you."

Do YOU like getting cold called? Think about that the next time you pick up the phone to make one.

Cold calls are by far the LOWEST percentage sales technique (compared to the highest, which is a REFERRAL from a satisfied customer).

So why are you still making cold calls? Wouldn't it be more worthwhile to nuture and cultivate deeper relationships with your CURRENT customers... so that they are more likely to give you a referral?