Monthly Archives: June 2019

Manage A Busy Summer Schedule AND Grow Your Business!

Summer is here and it’s a crazy, busy time of year. The kids are out of school, summer vacations are in full swing and everyone has ball games, golf outings, beach days, family reunions and more! It’s a time to enjoy the beautiful weather and take that vacation so you can come back to the office renewed and ready to move mountains. Did you know that summer can also be a great time to grow your business?

With everything else going on don’t just put your business on autopilot to get through the summer. Take advantage of the tips and tricks below to make the summer of 2019 your best summer yet!

*Get organized! Take a few hours and get organized for the entire summer, yes it’s possible! Get your schedule on your calendar for the next three months! Carve out some time in your schedule and get it done.

*Prioritize! Now that your calendar is booked solid with everything BUT work, prioritize. Do you really need to do EVERYTHING you have on your calendar? What are the most important things? Leave those and either put the rest as optional or better yet, forget the rest.

*Outsource! Summer is a great time to start outsourcing some of your time consuming tasks. Most people don’t realize that there are several things they do that can be outsourced. The beauty of working with a highly skilled virtual assistant is they will help you manage your days and weeks. They will help take a lot off your plate. They are NOT another thing to manage, they will tell you what they need to be successful and they will keep you on task. Get more done this summer by hiring a virtual assistant that can do the dirty work while you take more time for yourself doing what you love whether that’s growing your business or a day at the beach or on the golf course! *** If you need help setting appointments this time of year – a skilled professional will know all the tricks to maximizing appointments in the summer months.

*Take a day off! I recently read in Inc. magazine that 42% of American workers do NOT take their vacation days! Everyone needs to take days off to relax the mind, body and soul, these days are extremely important if you want to continue to succeed. Your mind and body need rest. I am so relaxed when I’m on vacation that I typically come up with some of my best ideas. Take a journal with you on your vacation and write what comes to mind. This way you won’t stress about forgetting your great ideas and you can truly relax. You don’t have to take a week-long trip somewhere, you just need to get away from work for a few days. Working vacations don’t count – many employers are starting to frown upon those anymore.

*Just do it! You know that thing you’ve been planning and researching and finding every reason in the book why not to pull the trigger? May it’s learning a new language, or taking a trip overseas, perhaps you want to go sky diving or plant a vegetable garden. Whatever it is – just do it! Many people waste time just hem-hawing around and never really do anything about it. There comes a time when you just need to pull the trigger. Why not now?

*Have fun with marketing! People are in better moods in the summer – they might get your humor so try that fun marketing campaign you’ve been wanting to try. Summer opens people up to wanting to try new things so why not your product or service, get out there and make it happen!

*Throw an event!
If you need something fun for a client appreciation event and a way to advertise your business, have a fun open house, beach day, golf outing, clam bake or outdoor BBQ. You can always have live music, family games and drawings for cool stuff. Everyone loves free entertainment in the summer!

I hope you enjoy your summer this year and grow your business! You can do both!

Danae

How Can I Help You?

Have you ever walked into a sales meeting and the first thing the salesperson did was talk about him or herself and how they could help you and you sat there thinking … Wow, I don’t need this. This isn’t even close to what I was expecting to hear from him/her. This has happened to me several times so as a salesperson I started getting into the habit of starting my sales pitches by asking my clients and potential clients, How can I help you?

Sales shouldn’t be about telling someone how you can help them, it should be about asking how you can help them. When you truly listen to your clients needs you are building trust. You are showing them that you genuinely care about them and want to help them. I admit, I’m human and a few times I’ve fallen back into the old habit of assuming I know how to help someone and almost every time I end up in some awkward conversation because the prospect and I end talking about two different things. When I ask someone how I can help them, they can tell me what they need and I can intelligently articulate how I can help them. Remember the old saying, When you assume you make an *ss out of you and me.

Now perhaps you can only help them with a few of their needs but the needs they have that aren’t in your wheelhouse can always be handled my someone else. Have a list of referrals ready to give to those clients or potentials clients. You might find that you are always able to help your clients with A, B & C, but many of them have a common problem, D, that isn’t something you handle. Find great people that can help them with D and refer them on.

For example, I work with a lot of external wholesalers who call on financial advisors. And I know that a lot of financial advisors need help setting appointments, finding good lead sources, processing paperwork, staying organized, etc. As a wholesaler you might know of a service or services that you can refer to your prospects and clients. At the end of the day being a salesperson is about helping others. Of course, we all need to make money but what drives you? Is it the money alone or is it being helpful and the money?

I think the most successful salespeople genuinely care about helping their clients. Doesn’t it feel great to make someone else’s life a bit easier? To help someone else grow their business? To help someone else find a solution to their needs?

I worked for a MDRT advisor years ago that always said he never planned on retiring because he was having too much fun helping his clients. That man was one of the most successful advisors I’ve ever come across in my twenty years in the industry and I truly believe it was his desire to help and educate his clients about building their wealth that greatly contributed to his success. He always asked how he could help them and then he did just that, if they needed a lawyer – he’d refer a lawyer, if they needed a CPA – he’d refer a CPA. He didn’t just help them with the wealth building part, he helped them with anything they needed. Heck, I think sometimes they’d even ask things like, “Do you know a good painter, I need my house painted.” Or “Where could I get a good deal on a new car?” He built solid relationships with his clients, got to know them and helped them in several facets of their lives.

The next time you are sitting in front of a client or prospect at a sales meeting ask them how you can help them. You might be surprised at how fast you can grow a business by asking that question first! And when your clients love you and want to work with you, ask for referrals! People are happy to spread the word about their great experiences.

So … how can I help you?

 

Danae Branson is the founder of Elite Scheduling Services, a premier scheduling service in the financial industry. You can find more information about Elite’s services at www.eliteschedulingservices.com or by emailing Danae at dbranson@eliteschedulingservices.com.