April 22, 2010
Music to my ears
Good Morning!
It’s music to my ears to hear the magical words:
- “I’d love to get together and learn more about your business”
- “We’re going to go ahead with you today.”
- “I never thought of it that way.”
I mention these music to my ear sentences because yesterday I had a meeting with a new-ish client, Cutting Edge Design Group and got to hear these phrases.
I would say that most of what we did yesterday was discuss the concepts of following a plan during the sales process.
I’ve noticed that most sales people take the “Hail Mary” or “Throw Mud at the Wall” approach. How annoying, if you’re an accountant you have to follow a process or a system. If you’re a teacher you use a curriculum. So why not following a system for sales?
During the last several years…since 1989 to be exact, I’ve been developing a sales system and process so that we can drill down and get actual measurable results. During the next several posts, I’m going to let you in on my little secrets about what I did and do to get more new clients or patients for my own clients.
In the past, I have taught several classes about my Meet & Greet program that I sell to clients for $1000/day 1 or 2 times/month for a minimum of a 12 month contract, but I’m going to reveal my secrets here for you to follow, too.
Eventually there will be a group of spreadsheets and a manual to use, too, but for now, I’ll just share the systems.
November 5, 2009
BBJ Biz Growth Expo | Huge success! | SetterDrive.com
SetterDrive.com screenshot
Gratitude is all I (representing SetterDrive.com) feel for the wonderful Nicole Howell and Christine Feldhaus at the Baltimore Business Journal.
The event this morning from 8am to Noon at the Hunt Valley Marriott in Hunt Valley, MD was a terrific success for me, SetterDrive.com and other business professionals seeking to build their businesses in these tenuous economic times by attending hot networking events in the area.
Nicole and Christine were especially attentive and made me feel right at home this morning at 6:45am when I arrived at the Marriott to set-up my tradeshow table for SetterDrive.com. The ladies were helpful in finding my name tag, my table (they looked for my space on the directory and took me to my table), my electricity hook-up and even the coffee.
Equally impressive was the hotel staff and service (at the Hunt Valley Marriott). Not only were they helpful and friendly, but the spread they laid for the show was delish! The fruit and sticky pastries were fresh and plentiful (perfect word for Thanksgiving time!) I was really surprised that the banquet was out for the entire event and was far from scarce. The Marriott really takes pride in their continental breakfast!
So what about the networking?
Well, as you all know there can be a few sourpusses in every crowd, but they just have a bit more to learn about networking and proper etiquette. I’m sure they were nervous and uncomfortable with the whole idea of making new friends. They’ll get it!
What I can say is that I met some incredibly exciting new people! I was totally impressed with the geographical region that this show covered, probably because it was farther north than most shows I’ve attended, but the number of folks from the PA line was terrific! I’m really looking forward to seeing the attendees listing.
Personally, I’d like to thank Rozzie Brilliant, Brilliant Payment Solutions, for lending a hand and her name! She had said yesterday that “I was a godsend!” and I can’t thank her enough for that! Not only did she say that, but Rozzie (who has a great track record for putting business professionals in touch with their much desired leads) also helped me meet & greet visitors to the tradeshow table. She was on hand to offer her endorsement, all the while networking and sharing with new faces! Thanks so much, Rozzie!
Secondly, thanks go to Bonnie Gerlach. Bonnie and I have known each other since high school when we were in drama club together and through the magic of FaceBook, we reconnected. Bonnie was the Center Director for a local Sylvan Learning Center for years and years but with the economy has been looking for a new and exciting opportunity. The really cool thing that Bonnie did today that I have to thank her for, is that she sat at the table and helped me promote SetterDrive.com and even packed up the table at the end of the show. I can’t say how nice it is to have a friend who helps! Thanks Bonnie!
I’d also like to give a “shout out” to some terrific old friends who I really was glad to see today: Ken Rochon and Patrick Ahern of Perfect Networker, as well as Mike Weiner of NRG, Jerry of BBJ, Mia Reed of Mobile CarWash and Detail, Jonathan Passley of PDR Web Solutions, John Kinney, Joelle Kosmin , Karl Hunt,
Rich Dougan and so many other wonderful folks!
Thanks, too to new contacts like: Louis Chernock, Marie Kirwin, Paulette Campanella, Chuck Lurie (who I met in person for the first time!), Murray Schwartzman, Ben Sigman, Kisha Matthews, Jennifer Ambrose, Austin Duncan, Justin Pettit, Carol Adgerson, Art Sanchez of Suntrust, Michael Medick of Sagacity UD, Denise Kramer-Buchman, Terry Brown, MBA, Nancy Meeder, Paul Handakas, Guy Dunn, Roger L. Wolfe, Attorney, Melissa Scholtes, Cassandra Clarke-Williams of Glamour Girl Invitations, Zach of PRZach and so many, many more!
Events BRAC Taskforce Public Update (ANNAP) (Apr 21, 2010) – When: 3:30pm – 5:30pm EDT Wednesday, April 21 2010Wh… http://ow.ly/176b98
Events Human Resources Roundtable (Apr 21, 2010) – When: 8:30am – 9:30am EDT Wednesday, April 21 2010Where: The … http://ow.ly/1767GD
Events BNI Harbor East Chapter (Apr 21, 2010) – When: 8am – 9:15am EDT Wednesday, April 21 2010Where: Teavolve 14… http://ow.ly/1767GE
Events Towson Chamber Mtg (Apr 21, 2010) – When: 8am – 9am EDT Wednesday, April 21 2010Where: Burkshire Marriott … http://ow.ly/1767GF
SPECIAL SHOWING: Wizard of Oz presented by CDT Youth Theatre to benefit relief efforts in Haiti http://ow.ly/175UvR
Special Showing TODAY at 3pm—to benefit relief efforts in Haiti http://ow.ly/175UvP
Events Ellicott City Leads Club (Apr 21, 2010) – When: 7:30am – 8:30am EDT Wednesday, April 21 2010Where: Jilly’s… http://ow.ly/175M5n
