Kelly McCormick's Business Tips

How to FIRE a Client!

• Jun 28th, 2011
• 4 Comments

In case you missed the last blog post, 3 Signs That a Client COULD COST YOU MONEY!, here are my tips on how to fire that client!

1. Take Off Your Rose-Colored Glasses: A business relationship is similar to dating. We meet, fall in love, and then co-exist happily ever after. WRONG. Similar to dating, not every relationship lasts forever. And not every client is right for you.

2. Know When Enough is Enough: There is a honeymoon phase in business. It’s that special time when your client is excited and eager to pay for your hard work. Unfortunately, over time some clients can take you for granted. They want the sun, the moon, and the stars. But they’re only willing to pay for a shooting star or two.

3 Signs That a Client Could COST YOU MONEY!

• Jun 22nd, 2011
• 1 Comment

If I had 50 cents for every time I heard, “I knew that this client was going to be trouble!” I would be vacationing at a seaside resort−for the rest of my life!
In case your gut told you “Don’t work with this buyer” and you look at your bank account, which is screaming “You need this!” here are some warning signs that this isn’t the right customer for you.

Why Not Ask “Why”?

• Jun 16th, 2011
• 1 Comment

“Why” questions can certainly provide you with important information. Unfortunately people tend to become defensive when asked “why.” They feel judged.

Imagine if someone were repeatedly asking you “why” you were thinking or feeling a certain way. Even if they had your best interest at heart, you’d probably feel challenged. For most people, their common reaction would be to withhold information or defend their position. Does this remind you of any relationships you’ve been in?

How I Use LinkedIn for Business

• Jun 14th, 2011
• No Comments

1. Reach out to the Indirect Competition:

Last week, I invited yet another expert who speaks professionally to join my LinkedIn network. In his reply in-mail he said, “Really curious about why you chose to connect with me?” Here was my reply:

Hi Frank,

Even though we both speak professionally, we have different areas of expertise in business; yet we have a similar target market. From past experience, I have found that this connection can create great opportunities for my LinkedIn community to learn about you and vice versa.

How I Avoid Doing A ‘Data Dump’ When Selling

• Jun 9th, 2011
• 1 Comment

Many of us have sounded like a salesperson at one time or another. You know what I’m talking about. It’s when we blab on about those “Wonderful products and services!”

Please! What customer in their right mind would tell that kind of seller what they really wanted or what the true budget was? Not me.

I wouldn’t trust anyone who tried to sound or even act like a professional seller. This means that there were times when I wouldn’t even buy from myself. What an empowering thought.

Here is how I now avoid doing A ‘Data Dump’ when speaking to clients.

3 Tips to Build Profitable Connections through Social Networking

• May 13th, 2011
• 3 Comments

Upload the ‘Know You, Love You!’ Crowd

1. Upload your email database into Facebook, LinkedIn and Twitter. Then invite people from your past jobs, school, etc. into those social networks.

We tend to do business with people we know and like. And if your friends aren’t potential clients for you, they may know someone who is!

Technobabble and Women

• May 25th, 2010
• No Comments

The Situation

Just when life couldn’t get any busier, Kelly’s laptop quit working. So she was off to the computer store to buy a new machine.

She barely got out the words, ‘I’m looking for a laptop’ when the eager sales associate began spewing out THOUSANDS of technical specifications for every laptop in the store!

Kelly’s head hurt. She staggered to her car, mumbling, ‘Thanks for ALL the information – ‘

Make-the-Sale Anxiety: Recognize the 5 Symptoms and Build Your Immunity

• May 20th, 2010
• 1 Comment

The sales doctor is in! Professionals have been contacting me in record numbers with anxiety over the need to make a sale. The new economy has shaken up more than revenues.

It’s a different world today. Buyers want evidence – and lots of it – to justify why a purchase will be a wise investment. The knee-jerk reaction from sales representatives is to oversell. Too many of them are slipping into some nasty habits, which creates discomfort for everyone. Make-the-Sale Anxiety is quickly turning into an epidemic. Read the warning signs [ – ]

Women Buy Brands: What Do You Sell Her?

• May 20th, 2010
• No Comments

Women buy brands. The days of simply selling a woman a product or service are over. Markets are far too crowded. To make a positive impact, today’s seller must develop a brand that’s meaningful to a woman. It’s the only way to stand out from the competition. It’s also the only way to gain access to the world’s largest buying market: women. [ – ]

Motivate Your Sales Force to Sell to Women in Four Easy Steps

• May 20th, 2010
• No Comments

What! Not all of your sales force wants to sell to the emerging female decision-making demographic? Have you tried to motivate them with mind-blowing statistics? You could mention that women make and/or influence approximately 80 percent of all buying decisions.

Still no one’s budging? Okay, how about this: Globally women spend an estimated $19 trillion each year. Still nothing? This calls for a plan. It’s time to use four easy steps to motivate staff to sell to women. [ – ]