The Noodle Log - How do you handle Indifference?

Who has a customer that behaves indifferently? For example, the potential client says: "Just send some information in the mail." OR "I don't really need a new vendor right now, I am pretty happy with everyone I am working with, but thanks anyway."

We all know that the above examples are blowoffs. So, how do you handle them? What do you do to separate yourself from your competition, when your customer is already working with them?

We will discuss some opportunities in future posts.

With that, we throw another log onto the fire.

Phenomenal Gatekeeper Story - EFFECTIVE

Sometimes, humor and creativity are great ways to build business relationships with offices.

The following story is one for the books.

A pharmaceutical sales rep's attempt to get into an office...here is what he did: He drove a remote control car with a walkie-talkie attached past the receptionist and into the doctor's office. With his own walkie-talkie in hand, he announced his visit to the doctor. The doctor was laughing so hard at the sales representative's ingenuity that he had no choice but to invite him in. The receptionist was even laughing and stated that there had been thousands of representatives who had visited their office, but none tried anything close.

After his visit, the sales representative sealed the deal by sending a Starbucks gift card in the mail to the receptionist thanking her for being a good sport.

With that, we throw another log onto the fire.

The Noodle Log - Top 5 Places to Network

Success in business is not derived through companies, but other people. Obtaining appropriate introductions plays a key role into its success. Reflected below are leading networking venues in your city:

1. I Take the Lead Group or Business Network International (BNI) Group. Their website is http://www.bni.com/. These are groups that help each other's customers. For example, perhaps there is an attorney whose client is looking to purchase a home, or needing a bank to deposit their money. This is a free way to add value to your customer base by getting them introduced to people in your network that can help provide a variety of necessary service.

2. Set up your own seminar in your area of expertise. Not only are you able to position yourself as a subject matter expert, but you will meet an additional 20-25 people in one setting. Remember, they might not be your next client, but they could introduce you. You will have automatic credibility to your audience. Just remember to spend more time educating and less time selling. They will return the favor when they are ready to buy.

3. Toastmasters. See my January 14 post for good reasons to join.

4. LinkedIn.com. This is one of the better networking sites I have worked with for quick online connections. You can put your profile and Unique Selling Proposition (USP) on your linkedin profile. Then, get introduced to potential clients online through your connections. I will be making a special post reflecting how to use LinkedIn to help build your business in the near future. In the meantime, feel free to click the LinkedIn button on my profile for an example. LinkedIn is the MySpace.com for professionals.

5. Volunteer. Giving back to the community is highly rewarding personally. Meet quality people and have fun. Habitat for Humanity, Crisis Counseling, Meals on Wheels, Big Brother/Big Sister are some of many ways to help in your area. You never know who you will meet or get introduced to.

In another post, I will share with you some unorthodox, but effective ways to network.

With that, we throw another log onto the fire.

The Noodle Log - How are you different from your competition

What are some ways that you differentiate yourself from your competitors?

http://www.thewritemarket.com/marketing/index.php?marketing=competition&title=20%20Ways%20to%20Beat%20Your%20Competition

The attached link reflects 20 ways that some known companies have differentiated themselves from their competition. What is your unique sales proposal (USP)? How are you different? Please comment below.

With that, we throw another log onto the fire.

THE NOODLE LOG - More Gatekeeper Stories

What are some creative ways that you have been SUCCESSFUL at transferring from a receptionist who would not let you in the front door to a trusting BUSINESS PARTNERSHIP? Please post your ideas below in the comments section.

THE NOODLE LOG - Asking for Referrals is Easy

Top producing business-to-consumer sales professionals always ask for referrals. Eveyrone knows this, but it rarely occurs. This is simple because the customer is already happy (in most cases).

Sales Professional: "John, could you please help me with a favor?"

Customer: "Sure."

Sales Professional: "I have enjoyed our relationship. You have played a nice role in the success of my business and I am trying to grow it to the next level. Would you please introduce me to three people who you know and trust and who have common sense, that I can service exactly how I have serviced you?"

This process has three elements:
1. You asked for a favor. Everyone wants to help. Especially if you have truly helped the customer.

2. You told them that your business is already successful and thanked them for playing a role in that.

3. You asked for a specific number of people. Psychologically, it is easier for people to complete a task if the end result is specific.

With that, we throw another log onto the fire.

THE NOODLE LOG - Interviewing for the Inexperienced

I was asked the following question in a previous post: "What techniques would you recommend for college students without considerable experience to reference"?

If a college student is interviewing for a job in the Corporate World right out of college, they are often competing for a spot in an Introductory Trainee Program. The target company is investing money up front in training for a later payout.

In this situation, specific knowledge and skills are lower priority than attitude, work-ethic, intelligence, and in many cases competitive spirit. Why? Because the company will teach the candidate the desired behaviors during the new employee's time in the program.

Reflected below are two things the candidate can do to prove work-ethic, intelligence, and competitive spirit:

1. While in college, be highly involved. Have a job, join a fraternity or sorority, participate in business fraternities such as Alpha Kappa Psi, play a sport, join Toastmasters, the list goes on. Companies love seeing a candidate who has more than just a 4.0. Social skills are usually more important than Grade Point Average.

2. Assuming the candidate had a job while in college, they can put together testimonials reflecting the work-ethic, competitive spirit, and attitude talents. Two years ago, I participated in an interview for a company's Management Trainee Program in which the candidate, Raymond Tussing brought a leather bound book with plastic sleeves. In the plastic sleeves, Ray put several testimonial letters from employers at his college jobs, stating the SPECIFIC IMPACT he had when working there. I have been through thousands of trainee interviews and that is the only time I have ever seen anyone do that. Guess what, by Ray making himself very different, he was hired. This might be a surprise, but after graduating from the training program, Ray became the company's #1 producer. If you show ingenuity and that you are proactive, the reactions will be positive by the employers.

Also, Sean Harry helps inexperienced college graduates get placed in the right opportunities by teaching them how to effectively prepare for an interview. Sean will tell you that the preparation is 90% of the success. Sean's website is http://www.orcms.com/blog.

With that, we throw another log onto the fire.