Is Your Company’s Sales Buying Process Painful for Prospects?

I was thinking about the process of buying something, and how sometimes it seems effortless, such as when I am purchasing an item via Amazon, while other times it feels like I am stuck in a bad dream and having to agonize over the entire process – which is similar to the process of buying a car. Does the process of what the buying experience is like at your company get discussed and tested from time to time? Do you know how prospects and customers would rate your buying process?  Are you delighting them during their experience, or are you making them run straight to your competitor?

There are a variety of different types of buying processes, and sometimes people are involved in the process during the sale, and sometimes the process is completely devoid of any human interaction. In either situation, there are ways to improve the experience the prospective buyer is having, but have you thought about what these are, and if so or not, have you applied ways to make your buying process better? In other words, would people who have purchased items from your company recommend your company to do business with because the sales process was seamless? Or, was the sales process experience something which might make them not recommend dealing with your company? You should definitively know the answer to this.

Some larger companies use what is referred to as a Net Promoter Score (NPS) to evaluate a series of how people interact with their company, and how they would rate the interactions. In most cases, unless a company is receiving a score higher than 8 out of 10, there is definite room for improvement. The NPS evaluation process is generally a survey which is sent to a random set of customers on a quarterly basis, but is can also be sent to the same group of customers during the course of the year during less frequent intervals. My recommendation is to send it out to a random group each quarter to increase your feedback pool.

For companies who have less than 50 employees, sending out a simple survey with less than ten questions to help determine how customers would rate your sales process is recommended. The survey can be sent out via a “free” survey tool such as Survey Monkey, but there are plenty of other ones to consider using too. Your email solution provider might offer a survey tool option, so look into this as it will make the administration of the survey easier.

Since you will want to know what the ‘temperature’ of the respondent is, I do not recommend sending out an anonymous survey. To increase your survey responses, you can also tell the survey takers that one of the takers will be randomly selected to receive a gift card with an intriguing and generous value amount (e.g., Amazon, coffee or gas). This helps to increase the chances of people responding to your survey. You also want to put a time limit on when they need to respond by to increase their sense of urgency of completing the survey.

When developing your sales process survey questions, remember to include your sales, marketing and customer support teams. If there are other groups involved in your buying process, include them too, as you want to have a variety of questions answered relating to your buying process.

Another approach to take when determining how ‘smooth out’ your buying process is, is to go through and test the process either with employees involved in the buying process, or someone outside of the teams who do not interact with your process. The ideal approach is to have a neutral party test your buying process on a regular basis to see what the experience is like. Sometimes buying processes are set-up without regard to what the true user experience will be like, and this is an enormous missed opportunity to delight your prospect as they are purchasing from your company. Small things in the buying process can be included to make the experience more pleasant and human, especially if the purchase is solely on-line.

Going back to my example of how Amazon makes it so easy to purchase items from them, think about how they streamline the entire process from the moment you pick your item, to when you are checking out and have purchased it. Granted some on-line buying processes can be much more complex than an Amazon sale, but the point is to make sure you are not overlooking the part of the sale that prospects and customers could either dread, or be pleasantly surprised and delighted with the experience.

Do you know if your buying process is negatively or positively impacting your future sales or company’s reputation? You should, and I strongly advise you to test this out.

Kathleen E. R. Murphy is the Founder, Chief Performance Strategist and CEO of Market Me TooMarket Me Too has expertise in bridging teams and providing organizations techniques to accelerate their market growth and revenue numbers, regardless of the industry they are in, or the business stage they are presently at. She is also the author of a newly published business book called Wisdom Whisperer which is available via Amazon, and has had numerous strong reviews.

Market Me Too also works with individuals from students to C-level executives. The individuals, business and sports teams we work with are coached on how to leverage and apply their peak performance talents on a daily basis, which produces repeatable, measurable and amazing results personally and professionally. We also offer numerous workshops which can be customized to meet your team or company’s needs.

If you want better results with what you are doing, let’s talk. We know how to help you get them. Contact Kathleen at kathymurphy@me.com or (339) 987-0195.

 

Are you approachable?

If you do not consider yourself to be approachable, do you consider this to be an asset or liability? For me personally, I consider it to be an asset, but appreciably not everyone thinks the same way I do. Some people would consider being highly approachable as a distraction, or something they do not have time for. Looking at this from the inverse, if you are the type who is highly approachable as a person, you potentially have more positive opportunities to consider pursuing based on more people interacting with you.

What makes someone approachable? Is it their body or actual verbal language? Are they more outgoing and upbeat than those who are not considered approachable? Do you think they have always been an approachable person, or is this a trait they have been working on? Can someone learn to be more approachable if they want to be so? I think they can, and here are some ways you can work towards adopting a more approachable persona, providing you want to do this.

  • Sincerely engage with everyone you interact with. Go beyond the cursory hello and onto one or two more sentences of engagement.
  • Ask people how they are doing, and truly listen to their response. If they are having a bad day, or give you a neutral response, tell them you hope their day continues to improve from this point on. Sometimes a small dose of positivity can go a long way.
  • Think about who you know that you would consider to be an approachable person. Do you have traits in common with them? Which ones don’t you have in common? How could you work on developing the ones you do not have in common? Hint: You might not need all of these traits to become more approachable.
  • Pay attention to your body language. Do people often ask if you are mad or upset about something? You might not realize that you appear to be coming across this way, when in fact you are not.
  • Do you consider yourself to be overly critical of yourself and others? If you are, this is an area you can work on decreasing your level of criticality, which will help towards making you more approachable. No one enjoys interacting with someone who they believe is going to only give them criticism, even it is considered constructive.
  • Give out compliments, or start to give them out more liberally. It doesn’t cost you anything to do this, and as long as they are sincere and within the acceptable boundaries of what is politically and socially correct, this will serve you well.

If you are in a leadership role, or considering going into one, increasing your approachability rating will be something you want to strive to do. Leaders who are approachable gain the benefit of having more engaged and happier employees, less attrition in their organization and a better pulse on what is really happening in their organization. Having access to information about the realities of your business is invaluable information, and you need to be an approachable person to earn having access to this difficult to come by feedback.

Kathleen E. R. Murphy is the Founder, Chief Performance Strategist and CEO of Market Me TooMarket Me Too has expertise in bridging teams and providing organizations techniques to accelerate their market growth and revenue numbers, regardless of the industry they are in, or the business stage they are presently at. She is also the author of a newly published business book called Wisdom Whisperer which is available via Amazon.

Market Me Too also works with individuals from students to C-level executives. The individuals, business and sports teams we work with are coached on how to leverage and apply their peak performance talents on a daily basis, which produces repeatable, measurable and amazing results.

If you want different, or better results, let’s talk. We know how to help you get them. Contact Kathleen at kathymurphy@me.com or (339) 987-0195.

 

Seeing Opportunities. Do you?

Are you constantly amazed by either people you know or read about who always seem to be able to take advantage of opportunities better than others? Are they lucky or do they have a sixth sense when it comes to being able to see or capitalize on situations which are highly favorable to them? The answer as you might imagine is not completely straightforward, and I am going to share with you how you can start to do this too.

Part of the challenge most people have in terms of not being able to take full advantage of potential opportunities either at work or in their lives is simple. They are not fully paying attention to what is going on around them as they are too busy dealing with their day to day challenges at home and work. However, if you consciously look up from time to time from all of the day to day distractions you have, you will begin to notice and see things going on around you via a different and more opportunistic lens.

When you begin to notice what is going on around you, the next part of capitalizing on opportunities is to start asking questions to those who are associated with what you are seeing going on. This might seem more difficult than it really is or needs to be, as you can generally obtain most of the basic information you will need by asking a limited amount of questions. For example, you can ask:

  • Do you see others being involved in “x” with what you are working on?
  • What is your timing for “Y”?
  • Have you put a plan together, even an initial one to determine the validity of the “Z” opportunity?
  • Providing you are interested enough to inquire and sincerely would want to participate, you can then ask: Could I play a part in the opportunity you are pursuing or engaged with?

If what I have outlined above seems a bit too nebulous for you, I want you to think about some of the times you have seen opportunities which you noticed, and did not pursue doing something about to take advantage of them.

Perhaps it was an opportunity to go on a trip with some of your friends, and you neglected to ask if you could be included in going on the trip. Or, possibly there was a discussion at work taking place about your department expanding which would create new roles, some of which you would be more interested in taking on the challenge of pursuing. Another example would be talking about how a certain neighborhood appears to be on the edge of becoming a more trendy place to live, and yet is currently a very affordable place to live. Did you think about taking advantage of this opportunity and let it pass you by?

Sure, luck and timing certainly play roles in why some people seem to be able to take better advantage or have more opportunities presented to them, but I would argue it really has to do with them paying more attention to their surroundings.

The next time you are frustrated with yourself or your life or work situation would be the ideal time to practice exercising how to see and leverage the opportunities surrounding you. If you do not do this, you will only continue to remain in what I refer to as neutral gear. From my perspective, why would anyone want to stay in this gear? Live your life at least in first or second gear, and when you really start to take advantage of and having opportunities present themselves, you will soon be moving onto third, fourth and fifth gears which are way more fun to be living in.

Kathleen E. R. Murphy is the Founder, Chief Strategist and CMO of Market Me TooMarket Me Too has expertise in bridging marketing and sales teams and providing organizations techniques to accelerate their market growth and revenue numbers, regardless of the industry they are in, or the business stage they are presently at. We also work with individuals from students to executives and business and sports teams to coach them to learn how to leverage and apply their peak performance talents on a daily basis. Contact Kathleen at kathymurphy@me.com.

Did you know? My first business book called Wisdom Whisperer, is now available via Amazon, and has been getting five star reviews! Pick one up, or get one for your friend or colleague. I’ve been told this is a great gift, and is also highly suitable for people in all stages of their life and careers. Why? Because the book format is like a buffet, and you can choose to read or not read the topics which suit you best.

(5) Tips on How to Find Your Confidence

How is it that some people seem to exude confidence, while others are on a perpetual journey to find it. If you are one of the people not as confident as you would like to be, or feel like you are faking your confidence most of the time, you are not alone. However, there are things you can do to boost your and maintain confidence.

If you’ve been following my blog articles for any length of time, you can probably guess whether I was blessed with the confidence gene.

As I meet and talk to new people, I am often stunned when the ones who come across as being particularly self-assured often share with me that they wish they were more confident.

This is an indication that it is easier to fake your confidence until it feels real. I’m not advocating being inauthentic, but you have certainly heard the expression fake it until you make it.

Having confidence allows you to pursue things others might not. People who possess confidence come across differently than people who have not yet found and harnessed theirs. Of course, it is possible to be confident about some things and not others. The trick is to work towards being more confident in a number of categories and not only a few. Becoming completely confident can take time.  There is no particular formula to calculate how quickly you can gain your confidence. The good news is that one day you will simply realize you are either almost fully confident, or exponentially more self-assured than you were.

So, how can you become more confident?

  1. Focus on something you like to do. Now think about how it makes you feel. Have people told you that are good at fill-in-the-blank? Hearing you are proficient at something can help to build your confidence.

 

  1. Develop skills in areas you are currently working on, especially if they are skills you enjoy doing. If you do not enjoy applying the skills you are doing to your life or career, I encourage you to rethink why you are doing what you are doing. Of course, there are aspects of every job or life skills we may not enjoy doing, but some of the ones we enjoy doing the least could potentially done by someone else at some point. Where you further develop skills you are currently working on, and gain mastery of them, this will be another way to bolster your confidence.

 

  1. Help others with the skills you have mastered. Doing this will make you feel proud, and in turn, more confident.

 

  1. Ask others who know you well what they think is something you do that showcases your confidence. You might already be exhibiting signs of confidence.

 

  1. Think about the people you admire and what makes them appear confident. Until you get there yourself, you can imitate what they are doing until you have more faith in your own abilities.

There are benefits to being confident. One is you come across as likable. Another, which everyone likes, is that you are more interesting, and potentially more desirable.

Your confidence will inspire others to follow and get to know more about you.  Don’t be surprised if people go out of their way to get to be your friend. Confident people tend to have more friends, more opportunities, and can enjoy an enriched life.

Let’s find or increase your confidence, as the benefits of having more faith and trust in your own abilities, are worth the effort!  Oh, and if you need an extra boost of confidence, just listen to the song ‘I Have Confidence’ from The Sound of Music.  Adjust lyrics to fit your personal situation.

Kathleen E. R. Murphy is the Founder, Chief Performance Strategist and CMO of Market Me TooMarket Me Too has expertise in bridging teams and providing organizations techniques to accelerate their market growth and revenue numbers, regardless of the industry they are in, or the business stage they are presently at. She is also the author of a newly published business book called Wisdom Whisperer which is available via Amazon.

Market Me Too also works with individuals from students to C-level executives. The individuals, business and sports teams we work with are coached on how to leverage and apply their peak performance talents on a daily basis.

If you want better results, let’s talk. We know how to help you get them. Contact Kathleen at kathymurphy@me.com or (339) 987-0195.

 

 

Believe in yourself. It will all work out.

Have you ever found yourself in the middle of a situation that does not appear to be going in the right direction and thought, how is this possibly going to work out?

If you have not, I don’t believe you, as this happens to everyone. Or, perhaps you have had more than your fair share of luck, or have been living in a bubble. Either way, a majority of humans have had both life and business scenarios with which to contend.  Those that don’t seem headed towards a favorable conclusion.  But then, lo and behold, the outcome is far better than expected.

So many people spend an enormous amount of energy worrying about factors they cannot control, or consequences which are not likely to happen.

I know a number of people who worry obsessively about everything.

I have a hard time relating to this, as I try my best to do the opposite, and guess what?

Things usually turn out better than I anticipated.  Sometimes fabulously so.

In the meantime, I do not expend any energy concerning myself with factors I cannot control or that will not realistically happen. For example, I’m pretty sure nobody will actually faint from nerves in the middle of a presentation.  Okay, maybe. 😉

Of course, there is that self-fulfilling prophecy thing, but I prefer not to succumb to the negative, and think about what good things could happen instead.

When you adopt the approach of spending less time worrying about negative consequences, you free yourself to apply all of your energy to much more productive work or activities. This is a far more desirable approach.

Once you begin to implement this concept, you will start to see more positive outcomes from this paradigm mind shift.

Visualization is a technique that can be overlapped and practiced along with more optimistic thinking. Using visualization simply requires you to close your eyes and imagine what you are worried about having a positive outcome. Many athletes and executive level business people leverage this, and agree it is enormously helpful. When you are able to envision the outcome of what you are attempting to do before it happens, is a way of essentially practicing how to have success or the outcome you desired.

There is another concept called The Secret, and without getting too deep into this method of thinking, I am a firm believer this concept also can contribute to having a desired outcome from any situation you can imagine. I know this because I have practiced it and am always amazed by the results. I encourage you to look further into this concept, because it essentially taps into leveraging powers you were not aware of, but that you have to work with.

If you do not believe me, give it a try, as you having nothing to lose and so much more to gain. I have coached people on how to leverage The Secret concept, and 100% of the time the outcome has surpassed what the person was expecting. The trick is to allow your mind to be open to the concept, and then wrapping your brain around letting go of any worries you have, or anxiety to allow the power of this concept to work for you.

Imagine an hour, half a day, or weeks of not worrying about whether fill-in-the-blank is going to work out. How would your life be different if you thought this way?  What if you had more energy to invest towards improving your life, career, or anything you desire to have more positive outcomes from? I know you can embrace at least one or several of these concepts. Trust and believe that in the end, everything will work out the way it is supposed to.  Even being fired could lead to a whole new, better-paying, more satisfying career.  It could happen!

Kathleen E. R. Murphy is the Founder, Chief Strategist and CMO of Market Me TooMarket Me Too has expertise in bridging marketing and sales teams and providing organizations techniques to accelerate their market growth and revenue numbers, regardless of the industry they are in, or the business stage they are presently at. We also work with individuals from students to executives and business and sports teams to coach them to learn how to leverage and apply their peak performance talents on a daily basis. Contact Kathleen at kathymurphy@me.com.

Announcement: My first business book called Wisdom Whisperer, is now available via Amazon. Pick one up, or get one for your friend or colleague. I’ve been told this is a great gift for upcoming college graduates, but it is also highly suitable for people in all stages of their life and careers, as the book format is like a buffet, and you can choose to read or not read the topics which suit you best.