Kelly McCormick's Business Tips

How to FIRE a Client!

• Dec 27th, 2011
• 2 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!

[Just Released] Small Business Trends ‘Top 10 Sales Books’ List

• Oct 19th, 2011
• No Comments

Small Business Trends just released its ‘Top 10 Sales Books’ list.

Drum roll please…my book, OutSell Yourself: Go From Hello to Sold with Ethical Business and Sales Techniques!, is on the list.

Here are all of the Top Ten Sales Books.

Quick Tip #1: How to ‘Sell Without Selling’

• Sep 30th, 2011
• 2 Comments

This is the first of three quick tips on how to ‘sell without selling’.

Unless you’re a slimy used car seller, you’ll probably like this approach. It doesn’t turn people off.

Let’s get started…

7 Reason Clients Come Back for More

• Aug 16th, 2011
• No Comments

Repeat business is money in the bank for entrepreneurs, consultants and businesses. The phone rings and you’re ready to go. Get the order book!

As easy as it all sounds, and it can be, there are too many people caught in the cycle of working for one client and then moving on to the next. More accurately, too many clients move on because they didn’t feel that warm fuzzy “loyalty” feeling. Here are seven important reasons why clients and customers come back for more…

10 Reasons Why Buyers Go Missing and How to Follow-up

• Jul 6th, 2011
• No Comments

If a company or individual didn’t buy immediately, missed a scheduled follow-up, or didn’t respond to your messages, it could be for many reasons. (FYI, the following excerpt is from my book, OutSell Yourself: Go From Hello to Sold with Ethical Business and Sales Techniques.)

Here are 10 reasons why buyers go missing and the actions you can take to reconnect.

1. They died. Unless you’re in the funeral business, this probably isn’t good news. Check in later to find out who is now looking after things.

2. Someone else died. Send a card.

3. They had a deadline of their own. Call and say, “I understand. Given the current situation, when would you like me to contact you?”

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 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.

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. [ – ]