How Conferences Can Boost Your Sales

July 25th, 2013

A lot of salespeople, professionals and business owners view conferences and conventions as a big waste of time. Attending such events takes them away from their day-to-day work, putting them further behind schedule than they already are.

Others view conferences as an excuse to get away from work for a few days and party on someone else’s dime.

But the truly savvy understand that conventions and conferences are huge opportunities to boost sales, both short-term and long-term. Because at such events, you can:
• Learn new skills
• Discover new strategies and tactics
• Pick up ideas from colleagues
• Keep up with changes in your industry
• Gain insights into your target markets
• Meet prospects
• Increase your brand awareness
• Expand your professional network
• Create alliances and cooperative efforts with competitors
• Get one-on-one time with hard-to-reach individuals
• Be inspired and energized

All of which can help you generate more sales, in some cases immediately.

There are three types of conferences you should consider attending on a regular basis:
1. Conferences for your industry
2. Conferences for your target markets
3. Sales conferences

Each type of event presents different opportunities for you, so make it a point to attend all three.

Too many events to attend? That can be an issue, especially for some industries or target markets. Pick and choose. Try different ones and determine which events give you the best payoff. If you’re a sales manager, VP or CEO, split your sales team up to maximize your coverage.

The important thing is to get out there. Conferences and convention do require a significant investment of time and money, but they can provide massive returns.

Twelve Common Words That Are Costing You Sales

July 18th, 2013

Words That Cost You SalesThe right words can help us make the sale, while the wrong words can blow it for us. The challenge is, often what we think are the right words are actually the wrong words.

Here are twelve words you’re probably using in your sales and marketing efforts which are—in reality—working against you:

1. “Quality”
2. “Service”
3. “Value”
4. “Performance”
5. “Unique”
6. “Leading”
7. “Premier”
8. “Results”
9. “Solutions”
10. “Best”
11. “Innovative”
12. “Excellence”

What’s the problem with these seemingly positive words? They’re clichés!

Everybody uses them, so they have no impact anymore.

Words like “premier,” “excellence” and “performance” sound good, but don’t truly mean anything. And words like “value,” “leading,” and “best” are completely subjective, so they can’t be proven or disproven. (Which is exactly why so many companies use them.)

Worse, companies with lousy quality claim their products are high quality. Companies with horrible service claim to provide great service.

And while everybody wants to be “unique,” just saying you are doesn’t make it true.

When you use these words to describe your company, product or service, you sound exactly like everybody else. And that makes you a commodity. If you’re no different than your competition, there’s no reason to choose you.

Don’t rely on clichés. Give me an example of your quality. Tell a story about your service. Describe the specific results some of your customers have achieved. Prove your uniqueness with some kind of verifiable fact.

Here’s something to think about: How can you use the word “only” in your sales and marketing efforts? How can you use a measurable superlative like “largest,” “fastest” or “most?”

It seems like everybody and their brother uses clichés like they’re going out of style, but at the end of the day, if you want your sales to grow by leaps and bounds, you should avoid them like the plague.

How to Follow Up Without Being Obnoxious

July 2nd, 2013

Sales Follow UpYou know you need to follow up with prospects in order to close sales. But you don’t want to call every other day asking, “Have you made a decision yet? Huh, have you?”

So how can you make sure you stay in front of your prospects without coming across as a pest?

Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I’ll share with you seven tactics you can use to follow up with your prospects that not only won’t annoy them, but will actually make them appreciate you more! (I’ll also reveal one follow-up tactic you should never use—it will cost you sales.)

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

How to Follow Up Without Being Obnoxious: Don Cooper on Breakthrough Business Strategies Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Business Strategies Radio (which I strongly recommend), check out