While the economy certainly has taken its toll on almost all of us, smart salespeople are using these recessionary times to deliver a higher level of service to gain on their competition. There is definitely a shakedown of sorts currently underway in many industries. Complacent companies and their representatives are finding it difficult to stay afloat using worn out strategies that no longer work. Up-and-coming businesses and forward-thinking sales professionals are seizing the opportunity to capture increased market share through a “more, faster, better” approach that attracts customers even during this extended downturn.

The silver lining of this recession is that fast-thinking, savvy, and smart salespeople are getting the opportunity to grow their businesses by gaining on their slow-moving, bloated, and unfocused competition. More than ever, prospects and clients are demanding service and value and will quickly shift loyalties away from those who don’t deliver – even if they’ve been tried and true vendors. Here’s what you need to do to gain on the competition and position yourself for increased success as the “green shoots” that signal the end of the recession begin to appear.

Be More Service Driven
Customers are less tolerant of poor service than ever before. They know that times are tough and expect salespeople to work for a sale. Those that don’t can be easily replaced by another individual or company willing and able to offer quality service.

By focusing on providing personalized, proactive service, you’ll not only win customers, you’ll also retain them and develop a reputation that will generate even more customers that come through referral. When possible, learn what service strategies that your competition is using, and then expand on those to create the maximum service-driven approach to growing and keeping your customer base.

Be Faster and First in Your Category
Does it take a week for your competition to generate a proposal, or a month to deliver an order? Can you improve upon their times? If so, it might be your ticket to taking customers away from your competition. If you are the first to offer a new product, on the cutting-edge of new technology, or just faster than the other players in the market, make it known. Speed and timeliness are qualities that customers particularly appreciate in this current market.

Be a Better Resource
Customers stick with valued advisors and resources even in difficult economies. Position yourself as an expert and offer the value-added service of being the go-to person when your customers need insight and information.

The economy is beginning to show signs of a recovery, and the time is right for salespeople to ramp up their efforts to attract new business. By using these three techniques, you’ll discover the right mix you need to not only gain on your competition but pass them on the road to sales success.

Skilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the runners have taken the time to train properly for the race.

Just like runners, salespeople are goal-oriented individuals working to reach the finish line in the best possible time. Instead of clocking miles, the race is about prospecting, networking, and upselling in a manner and style that works.

Whether you prefer a fast sprint or a more slow-paced strategy, the key is to be in the race. The best racers and salespeople experiment with a variety of styles and train hard to be the best that they can be by maximizing their own personal strengths. To best determine your own personal selling style, take a 360-degree training approach that includes the following:

Find a Coach or Mentor
Having a successful colleague that you look up to, who is willing to fill the role of coach or mentor, is vital to your success. They will not only teach you through example but can also provide the motivation and inspiration you need to achieve your goals.

Take Advantage of Educational Opportunities
Attend seminars, go to events that feature guest speakers, read books and take advantage of all the educational opportunities that are out there for salespeople. Learning is something that you should be doing your entire career, and there’s lots of great information out there to help you refine your skills and techniques.

Take Good Notes
Keep track of what works and what doesn’t work for you. Maintain a daily journal of your activities and track your progress. You’ll begin to see patterns that will help you determine the most effective strategies that you should be using on a consistent basis.

Listen to Your Own Intuition
All salespeople have their particular ways of managing prospects and customers. What works for one may not work for another. If you’re a high energy, driven salesperson, use this trait to generate enthusiasm and urgency in those you’re selling to. On the flipside, if you’re a diligent, slower-paced professional who likes to build and grow relationships over time, you can be just as successful as your fast-paced counterparts. However, you’ll need to use your own unique approach that is in synch with your personality and comfort level.

There is definitely a fine line between nagging and persistence. Who wasn’t told to stop “nagging” when they were a child? The truth is that children are the very best salespeople. They take the art of persistence, and oftentimes nagging, to impressive levels.

For salespeople, it is instrumental to understand where that line is drawn between persistence and nagging. This requires the ability to recognize when a request or a question is self-serving and doesn’t offer a benefit for the person being queried. Persistence is a good thing. However, to be perceived as persistent, yet not a nag requires the mastery of the following skills.

Respect
Persistent salespeople are very aware of their prospects’ and customers’ time. They respect others’ time constraints and understand that their priorities most likely don’t include listening to lengthy sales pitches.

Value
When reconnecting with someone in a persistent mode, it’s absolutely necessary to have something of value for them. Don’t be tempted to just “follow up” or “check in”. Instead, have information, an invitation, or an introduction to present to them. You’ll be deemed far less self-serving by bringing something of value to their table, and they’ll be far more receptive to your repeated attempts to get them to buy something.

Sensitivity
Knowing when to rein it in is essential. Even though you can’t lose what you don’t have, you can irritate prospective customers so much so that they will nix you from all forms of communication. Once again, respect and consideration are the rule.

The best salespeople are skilled in remaining persistent and not getting discouraged while never crossing the fine line of being a nag or nuisance. Being able to do this is one of the most valuable skills that a sales professional will learn and it requires ongoing practice to refine and master.

While the economy certainly has taken its toll on almost all of us, smart salespeople are using these recessionary times to deliver a higher level of service to gain on their competition. There is definitely a shakedown of sorts currently underway in many industries. Complacent companies and their representatives are finding it difficult to stay afloat using worn out strategies that no longer work. Up-and-coming businesses and forward-thinking sales professionals are seizing the opportunity to capture increased market share through a “more, faster, better” approach that attracts customers even during this extended downturn.

The silver lining of this recession is that fast-thinking, savvy, and smart salespeople are getting the opportunity to grow their businesses by gaining on their slow-moving, bloated, and unfocused competition. More than ever, prospects and clients are demanding service and value and will quickly shift loyalties away from those who don’t deliver – even if they’ve been tried and true vendors. Here’s what you need to do to gain on the competition and position yourself for increased success as the “green shoots” that signal the end of the recession begin to appear.

Be More Service Driven
Customers are less tolerant of poor service than ever before. They know that times are tough and expect salespeople to work for a sale. Those that don’t can be easily replaced by another individual or company willing and able to offer quality service.

By focusing on providing personalized, proactive service, you’ll not only win customers, you’ll also retain them and develop a reputation that will generate even more customers that come through referral. When possible, learn what service strategies that your competition is using, and then expand on those to create the maximum service-driven approach to growing and keeping your customer base.

Be Faster and First in Your Category
Does it take a week for your competition to generate a proposal, or a month to deliver an order? Can you improve upon their times? If so, it might be your ticket to taking customers away from your competition. If you are the first to offer a new product, on the cutting-edge of new technology, or just faster than the other players in the market, make it known. Speed and timeliness are qualities that customers particularly appreciate in this current market.

Be a Better Resource
Customers stick with valued advisors and resources even in difficult economies. Position yourself as an expert and offer the value-added service of being the go-to person when your customers need insight and information.

The economy is beginning to show signs of a recovery, and the time is right for salespeople to ramp up their efforts to attract new business. By using these three techniques, you’ll discover the right mix you need to not only gain on your competition but pass them on the road to sales success.

What if you train them and they leave?

What if you don’t train them and they stay?

My prospects are frozen and no matter what I do, many of them are just not moving through the sales funnel. They view sales training and sales strategy consulting as “discretionary” and rather than sharpening their skills and looking at how they can thrive in the current economic downturn, they’re taking the total opposite approach and going into hiding.

Of course I have done what I can. I’ve demonstrated value, stayed on their radar screen, provided flexible pricing, and patiently addressed every hesitancy and stall.

But for some, it has not been enough and they’re stuck in my funnel. They’re worried that they will train people that they might have to lay off or people that will ultimately chose to go elsewhere.

To them I always smile and state my tag line:

What if you train them and they leave?

What if you don’t train them and they stay?

Sounds good but at the end of the day, they are still frozen.

Networking isn’t a short-term strategy. It’s not about power selling and moving onto the next lead. Smart networkers understand this concept. They know that their networking success is largely dependent on nurturing relationships and helping others. Through their generosity and efforts, they are confident that they will reap the benefits of networking over the long-term.

Unfortunately, there are many misguided networkers out there that thoroughly don’t “get” the give and take of networking. They only consider introductions as opportunities to sell and irritate fellow business professionals with their short-sighted, myopic view of networking. They don’t take the time to explore all of the potential opportunities and feel that is more important to lunge ahead and aggressively sell to anyone who is put in contact with them.

Not only is this overt approach to networking obnoxious and irritating to everyone else. It’s simply not effective. Networkers who, for whatever reason, have adopted this strategy are often the same individuals who claim that networking events and groups are wastes of time. What they’re not seeing is that their approach is turning everyone off to the point where no one wants to help them.

If you’re having a lack of success with your networking efforts, it’s well worth your time to explore how you are approaching introductions. Some questions to ponder:

Are You Taking the Time to Get to Know New Contacts?
Relationships of all types, including those with networking contacts, require a period of discovery. How can you begin to explore how you can help each other until you understand each others needs, wants, capabilities, likes, and dislikes? Fellow-networkers will pick up very quickly if you’re not interested in getting to know them. Time invested in establishing the ground work of your relationship will be time very well spent.

Are You Looking For Ways to Help Them?
Only after you have a good understanding of how you can possibly work together can you begin to offer suggestions. Use the information that you’ve gathered to find logical, thoughtful ways to help.

Are You Uncovering All Possible Opportunities?
Again, networking is a process not a one-time effort. Don’t stop at one attempt to assist a new acquaintance. Keep them in mind and remind them that you’re working on ways to make this relationship beneficial and productive.

Are You Making Yourself Available?
Out of sight, out of mind definitely certainly applies to networking. Keep in good contact with your new networking acquaintance and provide them with all of your contact information so that they can reach you. If you’re both focused on helping and understanding each others goals and objectives, you’ll go a long way towards creating a relationship that will be fruitful and rewarding to both of you in the months and years to come.

Joanna Meurer, President of ID Concepts (http://www.id-ny.com) is a long-time associate of mine and she and I (almost) always see eye to eye on marketing, branding and sales…..yes, there is a difference:)

We have a potential client that we will work on together and we were discussing the firm’s web presence, or lack thereof.  Joanne picked up the ball and wrote the following blog post (http://idconcepts.wordpress.com/) which I agree with totally and I’ve reprinted it here for all to read.  And just for the record, a fabulous web site and marketing materials are not enough to close the deals. You must also have exquisite sales competencies and service to bring in, retain and grow the business.

Recently I had the opportunity to talk to someone about their website. It was an interesting conversation so I thought I would share. It was clear from the onset that this business had been burned, but even they were not sure how. They knew one thing, they were dissatisfied with the results,  but they could not quite put their finger on WHY.  This is VERY common, so here is my answer to WHY.
When you hire a web company in most cases their only concern is the execution of the mechanics of the site. It is kind of like going straight to a surgeon before you find out from your primary care what exactly is wrong with you. When working with this type of company they simply ask you to provide the material and then ask you where you want it to go, then a wonderful team of technitions will do exactly what you ask. Seems right, but here is the problem. What if you do not KNOW what should be there. What if you are not clear on who you are talking to? Do you even have a clear plan about your marketing objective first, because if you do not have that, then you cannot even expect to have a fully functioning and highly effective web presence.

As I have said time and again, your web site is part of a package that includes everything about you. Your brand, your story, is what makes you different from your competition. Every single business has a value to another, and that message must be captured clearly and concisely in everything you do. Your web site should reflect that both asethetically and in message, no matter your budget.  If you are not working with a company that can provide that, you are wasting a whole lot of money with no results at all.

It is my goal to get people to think about these things when they go out there and create tools for the promotion of their business. Think it through, everything works together, and must be thought of in that way. When you plan it out, the results will be evident, and after all that is what we all want. Effective tools that help us close the deal.

How This All Started
Just like you, I’ve devoted too much time, energy, and money trying to make connections at networking events. Trust me. I’ve experienced firsthand the good, the bad, and the ugly when it comes to these get-togethers.

Now, don’t get me wrong. I’m a firm believer in the power of networking. We all should be interested in expanding our competencies, exploring strategies, and participating in mastermind sorts of efforts – together. But, I began to think that there must be a more productive and less expensive way to accomplish these things.

As I began searching for a better way to network, I discovered that many others were looking for alternatives to traditional networking events, too. So, I conducted some formal and not so formal focus groups and found literally thousands of other professionals, who just like me, were searching for a cost-effective, time-efficient way to make some quality business connections in a results-oriented, online environment that bridges the gap between virtual and reality. Thus, Adrian’s  Network was created for you and me and the countless other professionals who want to help themselves and others grow their businesses.

What Can You Expect at A’s Net
No, you can’t order happy hour hors d’oeuvres and a glass of Chardonnay at this networking destination. But, what I can offer you is far more satisfying:
• Quality connections
• Cyber introductions to help facilitate connections with others
• A low cost alternative to traditional networking events
• Time efficient business development opportunities
• Exposure to new skills and technologies
• And, lots of fun  (CHECK IT OUT: www.adriansnetwork.com)

My commitment to You
At Business with Adrian, I’m dedicated to success – yours and mine. And, I’m committed to providing each and every member:
• Real-time, real-world introductions
• Highly targeted virtual networking sessions
• Success driven strategies

Of course, everyone knows that making a lucrative connection can happen at a networking event. Yet, many of us continue to unknowingly suck at networking and then wonder why we aren’t having any “luck” at meeting key people.

The majority of these “unlucky” souls are simply guilty of committing one or all of ten common mistakes made at networking events. Try correcting the following faux pas at your next networking event, and you might just find that your networking luck has made a dramatic turn for the better.

1. It’s All About Me
Nothing is more of a turn-off to fellow networkers than the person who only wants to talk about him or herself. Instead of being egocentric and self-important, remember that conversation is a two-way street. It’s not all about what someone can do for you. Instead, ask relevant questions that show you’re listening. Then, from their answers, determine if and how you can possibly help them. You will inevitably have the chance to share what you do or what you are looking for, but give your fellow networker the first opportunity to share their information. You will not only appear to be more engaging and friendly, you will also dramatically up your chances of finding people who truly want to help you.

2. Dump Out of a Conversation
Are you guilty of unceremoniously and abruptly ending a conversation with someone because you’ve deemed them unimportant to your networking goals? Yes, you can and should politely disengage yourself so that you can meet other people if a conversation isn’t productive, but the key is to do it in a civilized and professional manner. You would be surprised how quickly a reputation of bad manners can follow you and hurt your networking opportunities. Remember the golden rule and be gracious to everyone. As well, don’t make quick assumptions. That franchise owner or sales rep you think can’t help you might very well have an unbelievable collection of well-connected friends who he or she might be willing to share with you if you take the time to find out.

3. Don’t Follow Up
This is a no-brainer, but, surprisingly, many of us never follow up on the leads that we obtain during an event. Gathering names will do you absolutely no good unless you take that next step to reach out to them. Don’t wait for others to call you. Be proactive!

4. It’s All About the Food, Isn’t It?
It’s hard to meet and greet if you are juggling a drink, a plate, and have a mouthful of food. Your goal is to connect with others, shake hands, hand out cards, and take notes. It’s true that the drink and buffet lines are great places to meet people, but don’t forget that this is a networking event, not the time for a five course meal.

5. It’s Party Time
Many networking events involve getting together over drinks. One cocktail or glass of wine can certainly loosen up conversation and may help many individuals feel a bit more relaxed. However, downing multiple glasses of anything alcoholic is a recipe for disaster. Not only will you begin to lose the ability to communicate effectively, you will also appear to be someone who is unprofessional and not networking-worthy. Save the shots of tequila for when you’re out with close friends and don’t go to a networking cocktail social on an empty stomach.

6. Hang Out With Your Buddies
If you’re at an industry networking event, you will inevitably run into some old friends. Sure, it’s great to catch up, but the purpose of the get-together is to meet new people. If you want to congregate with your friends, make plans for when you’re done networking.

7. Exaggerate
Networking events are rife with exaggerators. Many feel insecure and think that they need to beef up what they do and what they can offer if they’re going to be successful at making new connections. Unfortunately, telling tall tales almost always backfires. No one is going to believe your Bill Gates’ closest confidante, and you’ll look like a fool for making such a claim. Stick to the truth, and you’ll be respected for being who you are.

8. Be a Downer
Sure, the economy sucks right now. We all get it. However, do you need to whine about it to everyone who turns your direction? Probably not! Keep networking conversation positive and upbeat. Talk about what is working for you and how you are weathering the economy effectively and you’re bound to have plenty of people who will want to listen to what you’re saying.

9. Blow the Joint
Networking events are not all created equal. Some are rip-roaring affairs with hundreds of people dressed to the hilt. Others are quiet, subdued, and under-attended. However, you can’t assess if it will be productive for you until you participate. It’s easy to walk in and immediately walk out; dismissing it as a useless affair. But, the best networkers wouldn’t let any opportunity to meet others slip through their hands. If you’ve committed yourself to going, at least stay there long enough to gather a few leads.

10. Give Up
Have you attended a few events and haven’t received any new business? Are you threatening to give up altogether on networking? Not so fast. Before you hang in the towel, take a closer look at why you’re not having success. Then, refocus your energies on helping others instead of just trying to grab business for yourself. It will definitely give you a different and more positive perspective.

In this fast paced, technology-driven world, how fast is fast enough?

No doubt, the business executive who has a sense of urgency and follows up in a timely manner has always been more likely to acquire and maintain business than one who has a laissez-faire attitude. However, what was once considered to be an acceptable response time is now being deemed too slow by a growing number of people who expect everything post-haste.

Due in large part to the growth and advancements of the Internet and mobile devices, immediate response has become the new standard for conducting business in many industries. Those who consistently lag in returning calls or who aren’t easily accessible risk being replaced by someone who is more proactive.

Simply put, we are all increasingly making buying and referring decisions based upon response time, and if you’re the one lagging, you’re risking the possibility of losing valuable business. How can you ramp up your speed so that you’re the bird who’s getting the worm?

Establish a Communications Policy
The first step to improving your response time is to create a communications policy that you will follow. Establish how quickly you promise to return calls and emails. You should definitely be responding to inquiries, prospects, and clients either immediately or within a few hours. By waiting days, you will find that many will lose patience with you quickly, deem you slow, and move on. If you are prone to procrastination, write out your communications policy and keep it in a location where you will be reminded of it on a daily basis.

Make It Easy for Your Contacts
Give your contacts several ways to reach you to maximize their ability to receive a quick response. Consider adding to your business card your office and mobile numbers, email address, and IM address.

Invest in the Latest Technology
Are you still using an old phone or a substandard mobile phone service that frequently drops calls? Is your computer or internet speed slower than snail mail? If so, a few hundred dollars spent to acquire the latest technology is a smart investment in your future business development. Consider an iPhone or a Blackberry that allows you to phone, email, and text. Take advantage of the free or inexpensive services of a voice over internet protocol (VoIP) provider that enables you to make and receive free phone calls on the Internet and provides instant messaging capabilities with a presence indicator to let your contacts know when you’re available.

Respond Even If You Don’t Have the Answer
Lagging responders are frequently slow because they are simply reluctant to call or email someone when they have bad news to report or if they don’t have an answer. This is never a smart strategy.

Once you’ve established your communications policy, you need to stick with it – even when you don’t have good news or the necessary information. It’s far better to say “I’m sorry” or “I don’t know” than it is to be unresponsive.