Feb 15 2012

Reacting to No (Part2)

Category: Networking,Sales techniques — Stefan Kazakis @ 2:34 pm

You can’t be shocked or crushed when you hear the word no because you will hear it, no matter how good you are.

I always ‘toughen myself’ up for a no whenever I make an offer or ask for something from a prospect, a client or business opportunity. That is because most people ,even if they like what you’re offering, aren’t likely to run up, pat you on the shoulder, and say Yes the first time every time…

Besides, why should they…? Particularly if your process is not well versed or you have absolutely zero tracking of your steps and potentially why you may get the dreaded no…

Treat every NO as a massive opportunity to get more Yes… test and Measure exactly which part of your process, positioning, lack of relationship building or making it hard for people to buy from you, gives you the highest score of NO… break it down team and work on that…

 

My name is Stefan Kazakis and I’m the guy to call when you need to think BIG (ger)

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Jan 20 2012

The Handshake ( …not The Slap)

Category: Networking,Strategies — Stefan Kazakis @ 9:56 am

How often are you shaking hands with people every day?

It’s amazing the different variations that you encounter on a daily basis.

Here are my key points for consideration to the most critical part of most meetings between people face to face.

  • Nobody likes the ‘wet fish’ (wet handshake) it turns people off ->  so if you have a perspiration issue wipe your hands so that they are dry.
  • Nobody likes the ‘limp’ handshake either (it’s amazing how many people in high places have this one…)
  • A firm grip is preferable (have your thumb go inside the thumb of the hand your shaking) the grip should be firm but not bone crunching and ensure that there is some eye contact.
  • Always avoid the power raised elbow handshake of the 1960’s as those days are over…

Go and practice and get some open and honest feedback on this critical yet not spoken about gesture.

 

My name is Stefan Kazakis and I’m the guy to call when you need to think BIG (ger)

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Nov 08 2011

Collect All Prospects Details

Category: Customer relationships,Networking — Stefan Kazakis @ 8:17 am

This is essential.  Every person who comes in or calls, ask if they’d like to join your mailing list.  If you’re relevant in their mind for the product you sell and what it is that you provide a service for most will say yes and give you whatever details you ask.  From then on, you can keep them involved in your community. Remember ‘it takes a village to raise a child’…

You need to be thinking about engaging your target market, you need to be considering ways to stand out from the crowd and be relevant to them, and they also need to trust you. A very easy strategy to collect details from a prospect is to run a competition where people have to fill out an entry form online or drop it in a box. You collect these and then add them to your community. Ensure that your ongoing communication process is in the space of ‘permission marketing’…

 

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Oct 20 2011

Cocktails and Dreams …

Category: Customer relationships,Networking — Stefan Kazakis @ 8:17 am

When was the last time you actually invited all your current and past clients to an event hosted by you and your team?

Why not just run a cocktail party and invite all your current and past customers?

This can work very well when your business caters for a very particular type of person – for example, professional women with alcoholic husbands.

People are always looking for ways to meet other people, and may come along to your party for that alone.  You don’t need to pay for all the drinks, but it can help. Actually if you can coordinate some sponsors to promote their business it may even cost you zero to cater.

Getting together will ensure that your relationship with your customer is enhanced.  And as you’d already know, people tend to buy off people they like, rather than people who offer them the best deals.

Build your communities, so many people focus on buying new customers when their existing and past ones are just as great if not greater…

Stay in touch… show them that you care.

 

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Sep 21 2011

An oldie but a goodie…Piggy Back Invoice Mailings …

Category: Networking,Strategies — Stefan Kazakis @ 8:23 am

If you are friendly with another business owner, why not ask if you can include a flier or letter with their regular invoice mailings?  You could offer to pay for the mail out as an incentive.  You could even ask if they will write (or simply sign) a letter recommending your service.

In this situation, you need to make it clear that you intend to pay for the cost of printing your flyers or letters.  Also take the time and effort to write an effective marketing piece.  Even though your letter is certain to make it into the home and get looked at, by people who may be in the market for your product or service, you need to give them a reason to call now.  Include a powerful offer with your letter, and place a time limit on it to give it a sense of urgency.

Remember the key to success is in the preparation.

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