As host of The Business Edge, a national internet radio show, I interviews savvy entrepreneurs and business leaders who share their stories of success, and even missteps, as well as practical solutions to the unique challenges faced by growing organizations. Listen every week for Insights-Intelligence-Inspiration!
#1: Follow-Up Strategies: Get More Clients and Close More Sales
Follow up is a fundamental in the sales process, but so often, the neglected fundamental that is a vital part of success. We know that the more you follow-up, the more likely you are to get more business. However, many of us struggle with our follow-up – we have good intentions but do it sporadically, half-heartedly and most likely without an effective methodology. Therefore we don’t get the business we desire and need!
Did you know that 79% of leads are not followed-up?
On this episode of The Business Edge Wanda Allen with Follow Up Sales Strategies shared the fundamentals of the follow-up process which included: why using a system is critical for success; how the right mindset makes the follow-up process easier; and the surprising sales statistics that we should pay attention to.
The three different ways to follow up beside just calling prospects back
Why systems are important and which ones work and which don’t work.
How our emotions and thinking sabotage us and what we can do about it
The reasons follow-up is focused first on building relationships; then getting the sale
How to get out of the “I don’t have time” syndrome and make follow-up a priority that you will be committed to.
Key Take Away: Don’t Just Stand There; Take This Action NOW!
Identify three people you know and need to follow-up with; figure out why you haven’t; then do it today – not tomorrow. Or identify your top three clients; ask self when you last talked with them – not email, text – but picked up the phone. Make the commitment and make the investment of your time; it will pay you back!
#2: Why Diversity Makes Sense In Our Global Economy!
Diversity has to be more than a moral business imperative, but a catalyst to achieving business objectives.
Not only are we in a global market where we must compete with people of different cultures and backgrounds. We must also recognize that the United States is now highly diverse and many of these groups have considerable economic power. The real question leaders and business owners have to ask is:
How can we leverage the intellectual and creative ability of our diverse talent? Only then does diversity make sense.
On this episode of The Business Edge, my guest Telvin Jefferies, answers that crucial question and many others about benefits and challenges of a managing a highly diverse workforce.
The new definition of diversity; it’s more inclusive and perceived as more fair.
How to embrace diversity in the workplace without changing the way you operate your business.
Current best practices in diversity that can be employed without added cost that will lead to big dividends.
Why a well thought out diversity strategy is not just for big companies but also for start-ups and small companies.
The impact of generational differences, especially millennials, in your talent management and customer service initiatives.
Key Take Away: Tap the Brain Power of All Your Employees.
Regularly bringing a mix of people together (different age groups, different departments, different lengths of service, etc.) to focus on a current business problem. Realize that differences in experiences, thinking and approaches can lead to better solutions. If you feed them, appreciate them and recognize them you’ll be amazed at what results you’ll get. Maybe they’ll come up with your next profitable product or service …like the famous post-it notes.
#3: Government Contracting-New Growth Opportunities For Your Business
Are you missing some golden opportunities to grow your business?
For example, did you know that the federal, state, and local governments in the U.S., as well as major prime contractors, comprise one of the largest market for products, services, and construction of all kinds to the tune of $1.5 trillion annually? (That’s a big pie that you can tap into)
Do you know how to tap into the lucrative market of government contracting? You don’t need to plunge into the water; rather start by putting your toes in and see how it goes.
On this episode of The Business Edge, my guest is Charles (Chuck) Waldrop, Director of the Government Contracting Small Business Development Center of North Texas, who highlights ways that small businesses can get into the government game.
Listen to This Podcast and Learn
The myths around government contracting: It’s too hard, too expensive, too much red tape, etc.
How the government is making the playing field more level for small, minority owned and veteran entrepreneurs.
Examples of firms who have broken into the government market with great success and how you can emulate them.
When approaching a government customer, who or what office should be the first point of contact and how to prepare.
The kinds of assistance (marketing, finance, business planning) you will receive to be competitive during the procurement process.
Key Take Away: Don’t Be Everything For Everybody!
Start small, build a reputation and cash flow before going after the really big contracts. Identify the prime market for your products or services (school districts or state agencies or national security) and find out as much as you can through data bases, contacts, etc. Your local Small Business Development Center is the place to go to get this information.
My Motto Is:
If you do what you always did, you will get what you always got.
Therefore, MOVE outside of your comfort zone; that’s where the MAGIC happens.” To bring that magic to your leadership and business, subscribe to Marcia’s monthly Execubrief: Business Edge- Smart Growth Strategies with insights, intelligence and inspiration on how to build great businesses that matter- those that do well and do good.
Did You Know That a New Kind of SMARTS is Needed?
75% of leaders are derailed for reasons related to emotional competencies, including inability to handle people problems, unsatisfactory team leadership during times of difficulty or conflict; or inability to adapt to change or elicit trust. – Center for Creative Leadership. Do you want to boost your emotional and social intelligence and be a more effective leader? Let me help you do it!
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