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Articles from Diane Helbig | Selfgrowth.com
- Time Is On Your Side - by Submitted on Feb 26, 2014 from Diane HelbigTime management is a HUGE topic these days. Just about everyone struggles with it. I submit that the problem starts with how we view our responsibilities. I think we see the things we are hoping to accomplish as so big we are instantly overwhelmed. Okay, that's how we see things. The good news ...
Views: 935 - Change of Scenery - by Submitted on Jan 08, 2014 from Diane HelbigNetworking is a critical part of sales and marketing. I'm going to assume that you are actively involved in some sort of networking activity. With so many options to choose from it can get confusing. There are some guidelines that I use when deciding where to go. 1. What is the intent of ...
Views: 1003 - Small Business Serves Better - by Submitted on Dec 25, 2013 from Diane HelbigThe other day I was driving down a two-lane road and came up behind a garbage truck. It was owned by a national waste and recycling company. The truck looked like it was at the light and had its left blinker on. I sat there waiting, and waiting, and waiting. Then I saw the driver come strolling ...
Views: 1259 - Find The Pain Get The Sale - by Submitted on Sep 19, 2013 from Diane HelbigThey say people buy based on emotion; to alleviate or avoid some sort of pain. The challenge for salespeople is to find that pain. Sometimes it is very clear and other times it is hidden. Unfortunately, many salespeople don’t understand this. They believe that EVERYONE needs or wants what ...
Views: 1053 - Good Referrals Matter - by Submitted on Sep 11, 2013 from Diane HelbigThe only referrals that matter are the good ones. Sounds like a no-brainer statement. However, too many people don’t get it. It’s my belief that their thought process is slightly mixed up. They either think that offering a referral (regardless of its quality) will make them look good, or they ...
Views: 921 - How to Ensure Tradeshow Success - by Submitted on Aug 28, 2013 from Diane HelbigTradeshows can be a great way to connect with clients, prospects and referral partners. It’s good to ‘be seen’ and to see what’s out there. However, if not handled well, a tradeshow can be an expensive waste of time. So, what can you do to improve your odds of success? Have a plan and work the ...
Views: 922 - How To Hire For Success - by Submitted on Sep 04, 2013 from Diane HelbigSo you’re at a place where you need to hire employees. Fantastic! How can you improve the odds that you’ll hire well? Follow some basic guidelines. 1. Know what you want The mistake we make is paying attention to the position and not the people. In order to hire effectively you need to have ...
Views: 1068 - How To Succeed in Business, Sales, and Leadership - by Submitted on Aug 20, 2013 from Diane HelbigWhen I look at the various aspects of business I am drawn to the idea that the same three Cs apply to creating an environment for success. Those Cs are: Clarity, Communication, and Consistency. They actually work in concert with each other and therefore, are inseparable. Let’s visit each ...
Views: 928 - How To Use Customer Service Effectively - by Submitted on Aug 07, 2013 from Diane HelbigMany people claim to believe in the value of customer service. However, most don't really institute programs that ensure they are going the extra mile and can be implemented consistently over time. It's more like they get a spark of creativity and take brief action. Then, within a very short ...
Views: 934 - I Just Called To Say - by Submitted on Jul 31, 2013 from Diane HelbigWe all know how important it is to follow up with a client after we do the work. The question is how to do it well. One of my newsletter subscribers asked me to address this issue. Actually, her exact words were, “What is a good way to word a follow up email once you’ve shipped?” So, here we ...
Views: 938 - Marketing 101 - by Submitted on Jul 30, 2013 from Diane HelbigWhen I put a call out for article topics I received a lot of requests for beginner’s marketing information. Really, sharing thoughts on marketing your business is good for all of us. It’s something we can always use a refresher on. So, here we go. The main key to marketing effectively is ...
Views: 683 - Meet Them Where They Are - by Submitted on Jul 30, 2013 from Diane HelbigSalespeople are as individual as snowflakes. The way they communicate, sell, and build relationships is equally unique. If you want to lead them, you have to meet them where they are. Here’s what often happens in sales departments all over the world. The sales manager picks a goal, picks a ...
Views: 625 - Now What? - by Submitted on Jul 30, 2013 from Diane HelbigHave you ever walked out of a sales meeting feeling that it went really well? You had a great conversation, they seemed very interested. However, afterwards you couldn’t get the prospect to return your phone call? It leaves you scratching your head and wondering what’s going on. What ...
Views: 579 - Seizing the Sale - by Submitted on Jun 28, 2013 from Diane HelbigSo often sales people find themselves working hard but not accomplishing much. In my view, there’s a lot of activity but not much productivity. Having sold and coached salespeople for many years, I’ve identified some reasons why this is happening as well as solutions. 1. No clear ...
Views: 946 - Stand Out to Sell More - by Submitted on Jun 13, 2013 from Diane HelbigSo many times salespeople and small business owners develop a sales process that is more about system than about connection. In my estimation there are many problems with this. We are experiencing a hyper-competitive economy right now. That is not likely to change any time soon. So what do we ...
Views: 927 - They Want You - by Submitted on Jun 02, 2013 from Diane HelbigDo you consider the idea that your clients want you to help them solve problems? They want you to reach out and find out about their needs. However, We think that our clients are happy with what we’ve done for them. I’m sure they are. And, they’d like to do more business with you. Are you ...
Views: 1038 - This is How We Do It! - by Submitted on May 28, 2013 from Diane HelbigDo you have a clearly defined product that you offer to people? I find that a lot of service providers don't take the time to create a package or product offer that is consistent and covers most possibilities. What happens is they price on the fly. They use hourly rates and provide unique ...
Views: 920 - What’s your value? - by Submitted on May 14, 2013 from Diane HelbigI know we talk a lot about understanding the value of your product or service. Today I’d like us to explore your value. Do you really appreciate what your product or service does for your clients? Do you believe you are pricing it appropriately? It is really easy to decide for your clients ...
Views: 917 - The Magic of Masterful Closing - by Submitted on Nov 02, 2009 from Diane HelbigI’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe ...
Views: 932 - Sales Is A Verb - by Submitted on Nov 02, 2009 from Diane HelbigSales is a verb. Okay, now settle down. I know if you look in the dictionary it says that ‘sales’ is a noun. Stay with me here for just a minute. My point is that ‘sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in for your ...
Views: 1399 - Always On - by Submitted on Nov 02, 2009 from Diane HelbigAs a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a ...
Views: 986 - The Foundation of a Salesperson - by Submitted on Apr 26, 2009 from Diane HelbigMy father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very ...
Views: 1100 - Follow Up Focus - by Submitted on Apr 26, 2009 from Diane HelbigHow effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
Views: 1017 - Features and Benefits and Sales . . . Oh My! - by Submitted on Apr 26, 2009 from Diane HelbigDo you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
Views: 998 - Are Your Listening Ears On - by Submitted on Nov 17, 2007 from Diane HelbigAnyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Views: 1441 - Accountability Begins With Respect - by Submitted on Nov 17, 2007 from Diane HelbigMany small business owners struggle with making their staff accountable. They know what they expect their people to do. And, as long as everyone’s performing effectively, all is well. The trouble occurs when someone falls short of the owner’s expectations. The struggle is rooted in fear – fear ...
Views: 900 - The Gratitude of Vultures - by Submitted on Aug 16, 2006 from Diane HelbigThey stand on the beach; 150 or so. Wings at their sides, still and straight, facing the rising sun. There is no sound save the music of the wind through the leaves. Every day they gather; at this same spot. Happening upon them, you may ask yourself – ‘What are they doing?’ Could they be ...
Views: 980 - Uncover True Joy - by Submitted on Jul 17, 2006 from Diane HelbigWhat is ‘Joy’? Is ‘Joy’ attainable? Webster’s defines ‘joy’ as “the emotion evoked by well-being, success, or good fortune or by the prospect of possessing what one desires.” Based on that, joy is definitely attainable. You see, each of us has our own definition of ‘well-being’, ‘success’, ...
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