Archive for the ‘Business’ Tag

New Goals

Wow, it’s hard to believe I’ve been away from my blog for so long. It’s time for me to regroup my thoughts and get back into the habit writing. My goals are to post at least once a week, change the look and feel of my blog, increase readership, and promote interactivity from people who read my blog.

It’s time to start thinking up some provocative topics!

Don’t Think About Numbers

No, I’m not knocking on mathematics. I’m talking about sales numbers. If you think too hard about your numbers, you’ll choke. This doesn’t only apply to professional salespeople. Even at places like Starbucks, branch numbers play an important role.

Any business has numbers. There’s a time to discuss how you’re doing, but don’t obsess over the numbers.

Accentuate the Benefits

Ultimately, customers and clients are looking out for themselves. They won’t be persuaded to buy your product or service if they think your motivations are self-serving. That’s why focusing on the benefits of what your selling is so crucial. Be sincere with the fact that you’re helping your customers achieve something with your product or service. It’s all about them.

Give Them Hope

I recently had a customer who forgot an item in our rental car. The car had already been re-rented so we couldn’t check the car again. Of course we clean and check the cars as much as possible, but we miss things sometimes.

When the customer called asking about his item, he got the impression that there was no hope in finding it for him. He thought we couldn’t track cars at all and didn’t bother checking for items upon return. It’s unfortunate he felt the way he did, since we try our best to recover any personal effects in our rentals . We resolved the situation with him by finding his item and printing out a certificate for future use.

The moral of the story is that if we didn’t resolve the issue, negative word of mouth advertising would’ve spread. He wasn’t happy with how we initially handled ourselves in this position, which would’ve resulted in him telling people not to use Hertz. It’s also a reminder to tell people you’ll do absolutely everything possible to serve them.

Some Simple Advice

In sales, when you and your team have a stellar week, it’s easy to let up. Don’t allow yourself to slack off during the approaching weeks. Come out guns a blazin’ and keep the momentum going. Run with the “selling high” you achieved during the previous week. Besides, why wouldn’t you want to add more dollars to what you’ve already earned?

Drive a Mile in Your Customer’s Car

I want to avoid the phrase “Walk a mile in the other person’s shoes” and make that idea more applicable to renting cars. Point being, to do well in this business, you need to downshift and look at things from the perspective of your customer.

This means sympathize. Listen. Find solutions for your customers that match their needs. Not only will they trust you, they’ll feel you’re trying to help them. They’ll want to be your friend. They’ll come back to you when they need your services. Do this for every customer and you won’t fail.

Cohesion

When a sales or management team loosens their operation and become sloppy, nothing good comes from it. Tightening the operation always produces better results. Get everyone on the same page. In sales especially, consistency by everyone heeds top production. Consistency is presenting your goods and services the same way every time. Laziness is the ultimate killer.

Why Change is Important

In a growing and changing marketplace, if you keep doing the same thing, your business will die. Adaptation is important because trends and people change. If you don’t change with them, you’ll become a thing of the past.

Coming Up With Solutions

If you look at a problem and become frustrated, start thinking about possible solutions. If business is slow, find out why. Explore new avenues for success and find ways to increase revenue. Hit the streets and market aggressively. Sell harder. Get people in the door, buying, and leaving satisfied. Create raving fans.

In management, it’s essential to set goals for your people. At weekly meetings, discuss these goals and keep everyone on track. Without a road map and place you want to go, how can you expect to arrive at your destination?

Why Rewards Produce Huge Benefits

In my company, the top sellers each month are rewarded with the “Breakfast of Champions.” The general manager from the Pacific Northwest takes these sellers out to a fancy restaurant for breakfast. The reward is substantial. A great free breakfast, time off work to relax, and praise from a manager in high places.

Knowing that the Breakfast is obtainable with high enough sales numbers, employees work much harder to sell effectively and consistently. In Washington State, we’ve seen significant increases in revenue through stronger sales. Each employee is highly motivated by this honor.

Can a reward like this for your employees produce huge benefits in your business?