In this issue we get sales lessons from a
personal trainer, offer a limited program to increase the impact of your
speaking opportunities, offer more 'secrets of successful marketing' and
meet radiant stylist Trish Murray.
Sam’s a trainer at my gym. A friendly bloke,
he often smiles, says hello, sometimes gives me a friendly dig if I’m
looking a little slow on the cross-trainer or says ‘nice to have you back,’
if I miss a morning (must confess, I get to the gym regularly).
But this week Sam started up a conversation.
He asked how training was going with Anthony,
another trainer I’d taken a trial triple pack with on one of the gym’s
promotions. Being a little wary of being sold to I said, ‘Yeah good. He’s
training down the park now I believe.’
Sam didn’t press or push. He simply asked
a few questions about what do I do.
‘Good time to be in marketing,’ he said, ‘help
people get their business in gear now as things take an upturn I reckon.’
So I asked Sam how business was for him. ‘Going great guns,’ he said. He’s
often training regular clients so I knew there was truth in what he was
Why am I telling you this? Because sometimes
we make sales harder than they need to be. And yes, I’ve done this myself.
We can't be too relaxed or over familiar with
sales either. Sales are not just a conversation. They’re a conversation
with a goal in mind, a process of discovery to see if business can and will
Here’s what Sam did, just in case you missed
He recognised a likely buyer: someone who’s invested in training before is much
more likely to buy than someone who hasn’t.
an opportunity: The
potential buyer is now without a trainer.
rapport: In this case, genuine
interactions over time, gentle jibes and spurring a prospect on.
good timing: started a
conversation when genuine rapport was built.
positive statements about both
our businesses. Sam also let me know he was busy, and just like the
restaurant that’s full we’re much more likely to buy from someone who’s in
Listened some more.
qualifying questions checking to
see if I was still working with a trainer.
an invitation by giving his card,
giving me space to find out more In short, Sam worked on building a
relationship. In service industries or professions where big ticket items
are sold, relationship marketing - and selling - are vital.
Phil Preston and I are holding a pilot program onpresentability.
This is not just another presentation skills course. What makes this program unique is our focus on
supporting you in being on brand for your business, on message for your
audience and increasing the impact of your speaking opportunities.
Phil and I bring a unique combination of
skills to the design and delivery of the course. Phil is a presenter,
analyst and consultant working in organisational change in leading
corporations. I've performed and presented for over twenty five years,
given tailored presentation skills training to SteensenVarming, RTA,
and the RSPCA and
personally coach clients on their presentations.
Together we've created presentabilityto
give you and your business more personal and organisational impact.
Tuesday March 6.
Cambridge Hotel, Surry Hills
Much: We're offering a one time
introductory rate of $97 per person including lunch, refreshments, tailored
training and training material (normally $800).
Many: Numbers are limited to
give quality training. We have professionals from five leading organisations attending,
including World Vision, Habitat, YWCA NSW and Choice, and therefore...
have four spaces available.
Book by Monday February 27 to reserve your place.
find out more about getting the most from your speaking opportunitiesclick
Secrets of Successful
Following 'Secrets of Successful Marketing' at
Business Enterprise Centre in Paramatta,
I'm happy to give another of these on March 14 in Sydney CBD.
The workshops are sponsored by BEC, so you receive three hours
of training for $75.
An ideal workshop for those of you new to your
business or looking for cost-effective, high impact marketing strategies to
hone, maximise or
kick start your marketing.