I am not a ‘salesy’ guy and never have been. I don’t believe for a minute that you have to do a hard close on anyone. As mentioned, I learned from my first Sales Manager Moe, (great guy) , the fundamentals of getting a interested client to a completed sale. Pre-framing is basically telling or advising a interested client what we are going to do next. For example, on your first meeting you may advise the person or couple that the next steps will be that we will review your plan ideas and provide you with a preliminary quote. Then I will usually tell them what I need them to do…like come back with some ideas on how they would like the house to look on the outside, bring in some magazine pictures that they like, that kind of thing. The key here is it gets them involved in the process and they have ‘homework’ to do when we get back together.

The main purpose of pre-framing is to get to a successful close. To do this, make sure you have answered all their questions or concerns about you and your product and service and then state ” Here is what will happen in our next meeting. We will review all of your pricing and options and I will have a an agreement drafted and we can move forward with getting your new home started. We will require a deposit of $x dollars at signing of the agreement. Which bank will you using for your deposit? “ I hope you are getting the idea.

I have have eliminated numerous sleepless nights using this system as I already know if someone is going to move forward or not. “What if they object or want to think about it? “ Way ahead of you. This is your opportunity to find out where the resistance is and re-explain to the prospects how you can eliminate their concerns with your Company and product.

Here is another quote I use when I give training to sales people about objections.“Give people all the information they need to make a educated decision and more than likely, you will be able to ask for the sale and better yet, get it!”

Remember that people make sales decisions based on emotion not on logic. They use logic to justify their emotional decision.

I trust this has helped and feel free to email me if you would like some help.

Next post will be focused on how not to devalue your product and service.

To your success,

Larry

When I was a kid, I liked to watch the old horror films from the 50’s and 60’s. (not so much anymore)
I remember one called “Them” which featured atomic mutated ants that terrorized everyone. There were a few scenes when the ants would actually get a hold of some unsuspecting victim and drain all there ‘life juices’ out of them and leave them laying on the ground, all pale and wrinkled like a bad prune.

Sometimes in business I feel the same way!

I actually enjoy giving people free advice whenever I am asked. The problem is you rarely see any benefit from it and some people enjoy taking advantage of your time and wisdom (and usually do nothing with it). I have been blessed throughout the years in having mentors give me free advice, sometimes without asking, and I try and pass that onto others. Now I have a NEW philosophy of how I am going to do it and make it profitable…ready?

Tip #1…ask for a referral. Tell the person you would love to help them with advice but they need to provide you with someone in their sphere of influence that they will introduce to you that they feel you can help.

Tip #2…ask for a testimonial. Same as above except you want a testimonial from that person of how the advice has helped them. Easily done on LinkedIn, in writing for you to use on your blog or even a mention on Twitter or Facebook.

Tip #3…limit the time for each person. Tell them you would love to help them but limit it to a 15-30 minute time frame and don’t forget about Tip 1 and 2 when you are done.

Tip #4…this one I will be implementing with certain clients/contacts immediately. “If I provide you with advice or a strategy that increases your lead base, conversion and sales, let’s agree to a percentage of your new sales as a consulting fee back to me” . Should be a ‘no brainer’ as you are adding more profit than they had before.

I trust these Tip’s will pick you up, re-hydrate you and encourage you to share your success and knowledge with others.

Kind Regards,

Larry J Clark

P.S. Feel free to request a connection on LinkedIn

Reality is that clients have diverse businesses and different ‘niche’ products and services. If you know what you are doing in web development and SEO, it is not difficult to attain first page search results in Google and the other search engines. I also use diversified techniques outside of just the website in order to get my clients found online. Video works extremely well as well as blogs, portal sites and social media placements.

Here is the dilemma…even though your traffic to your website increases, your web presence is improved ( I have one client with 3 top 10 positions on the first page of Google for the same search term) , if your product or service is not known or does not have a large buying market, you will not convert very much. The market right now is not the same as it was 3 or so years ago. What people bought or invested in then may have half as many buying now. It is imperative that you have a great web presence to capture the leads that are out there as competition is fierce. (Over 75% of people search online for services and products vs. using the phone book or other hard copy advertising) On a side note… If your business does not have a website or your website doesn’t generate traffic or leads, you need to get going now or get left behind.

OK, so I have been rambling a bit so I will laser focus for you and wrap up. You need good, qualified traffic to your website that actually does something when they visit. Visitors should buy something, sign up for your newsletter, ‘like’ you on Facebook, contact you. For this to happen you need to be on the first page of the search engines so you will even been considered. You also need great , strategic placements on your website called conversion or ‘call to action’. Not having these will only give you bragging rights for visitors to your website but little or no business.

Now the last point…remember I said potential business in the opening paragraph? I meant ‘potential’ if you as a business owner do not follow up on the leads or worse yet, you suck at sales and treat new leads as a ‘inconvenience’ you will starve and go out of business. My goal is always to get new eyeballs to clients site and entice them to take action or convert. What you do with them after that is your reality. As a business consultant, I have been blessed with wisdom that I have gleaned by having successful businesses online and learning the hard way how to treat new leads. This gives me an advantage as I can teach my clients how to deals with new contacts. My point…understand the reality of online marketing and get help with converting new clients to customers. It is an investment that will pay dividends.

Thanks for reading and I will discuss in my next post,  how to increase your business by up to 30%, just through your existing customers.

To your business success,

Larry J Clark

Say what? A debacle? are you kidding me. Since when did a deal not of the liking of another party that is not accepted a debacle? Now I know that Bill Good did not write the stuff he reads, but any opportunity by CKNW to ‘slap’ the Government is a “Good” day. Let me be clear…I am not a big Christy Clark fan either so please don’t misinterpret this as sticking up for the Government. My point is that any right leaning person, me included, really has no voice in Vancouver from any media, and especially CKNW. Slanting the writing just to take a dig at the Government is not unbiased reporting and good journalism.

I heard fellow radio host Simi Sara last week and her views are so far left, she should be driving in NASCAR. She would do well just circling around a oval track just turning left. I am sure the NDP is sending CKNW a Christmas card every year for the free promotion. No, wait a minute…no Christmas card because that would promote God. Sorry.

Time for a centre right voice to be raised in the Vancouver media. This is my take for the day.

Larry J Clark

I took copious notes ( a good sign) and have already started to implement some of the Linkedin strategies Kevin shared. I also plan to get ALL my clients a Linkedin account ASAP and will help them optimize it and use it to grow their businesses.

I would certainly recommend picking up some of Kevin’s products, book or see him live. It will change the way you you do business…guaranteed!

If you need help with your social media needs…just ask.

Regards,

Larry

Let’s take today’s deal from Dealfind©  as an example. It was for frozen food products and the Deal stated…” Get 200 dollars worth of product for 25 dollars”. Wow, that is a great savings right? Well here is the fine print:

-$200.00 was 4 coupons of $50.00 each (not to be used at the same time)
– Had to buy @ $240.00 worth of product to use the $50.00 coupon PLUS @ $30.00 in shipping would be added. So you pay @ $270.00 (with shipping) and take $50.00 off and you save a grand total of @ $20.00!!
– How they justified the ‘deal’ was to state a normal price for their meat product, but if your bought the required 8 packages, you got a reduced price. So really your coupon was based on the lower price.
It get’s better! The lower cost on one product, frozen sirloin steaks, turned out to be OVER $25.00 a kilogram for the steaks at the special price!! Heck, Costco © sells AAA beef strip loin for @ $17.00 a kilogram all day long.

In reality, allot of these coupon deals end up with a net savings between 10-25%. You know what…Department stores do this all the time and it is annoying. The amount of restrictions are also increasing and the novelty of “bulk savings” by having allot of people participate, just does not add up anymore.

Maybe I am alone in my thinking but I don’t think so.

Larry J Clark

P.S..I asked for a refund once I did the math. Now what do I do with my credit?

Post Frame Construction-What is it?

Post-frame construction is an engineered building system using wood frame methods. Post frame is not new and and has been used for decades to build Commercial and Agriculture buildings. Post frame design incorporates vertical wood posts, spaced at a specific distance, to form the structure. Posts are usually solid wood or laminated wood and are embedded into the ground with concrete or sits on a foundation. Depending on the spacing, the height of the posts can increase your building ceiling up to 3 stories!  These posts are then braced with horizontal strapping for lateral strength and the strapping is also used for applying the numerous options for exterior finishing of the building. Common exterior finishes include metal siding, cement board siding, wood plank siding, vinyl siding and even stucco. Post frame construction is also very versatile and can be customized to have any exterior look.

With the advancement of technology, engineering, and wood laminate products, post frame building is now being used in residential homes and garages. Imagine not being limited to height and width of your new building like conventional wood stud framing. This is just one of the advantages of post frame construction. Other advantages include:

Faster erection times as the wood posts are larger, spaced wider than conventional studs, and combine that with the lateral strength, can withstand larger loads. Therefore, less material is required and less labour is needed.

Better insulation value is achieved as the space between posts is larger than regular studs, giving less interruptions for a more even thermal value. Also, the thickness of the posts also allows for more insulation for lowered costs in heating and cooling.

Perfect solution for any low rise building project.

Post frame is the new choice in durable building of retail, commercial, industrial, agriculture, residential and garage projects.

Like allot of Companies I have consulted, his website was a bit outdated and with the increase in competition in the Commercial and residential contracting field, Thierry wanted to separate himself from his competition and introduce the Alberta market to “post frame” construction.

Post frame construction is not new. In fact it has been used in Europe for decades and is quite prevalent in large Agriculture and Commercial buildings in Canada. Schandelmeyer is an expert at this type of construction that uses embedded posts as support and can allow huge roof spans and wall heights. Now Thierry is using this building technique for residential garages and housing. Recently approved by the City of Calgary, this is a great time saver for getting a garage built in Alberta.

I was extremely impressed with Thierry’s vision for his Company as well as his over 80% referral and repeat business! That say’s allot about a person’s credibility, quality and customer care.

I have already started optimizing the Schandelmeyer website and will work on a new presence for Thierry’s business. Give Schandelmeyer Construction a call today at 403-333-8966 to discuss you next project. I promise you will not be disappointed!

Kind Regards,

Larry J Clark

Back in 2004, the Calgary Flames were playing the Tampa Bay Lightning for the Stanley Cup and it was game 6. Martin Gelinas scored what obviously was a goal and once reviewed by the “powers to be” , disallowed the goal. This would have ended the series into Calgary’s favour but instead, the series was extended to game 7 (more revenue for the league and the networks) and Tampa Bay wins.

Now we see Boston “hacking and whacking” the Canucks and no calls. We see Alex Burrows and Tim Thomas get into a scrum and a Boston player comes in and throws Burrows to the ground. No call. Back in the day, that would have been a 3rd man in call and the player ejected. Let me be clear, I am not a Vancouver fan…I am a fan of the Canadian teams and for a Stanley Cup to come back to Canada.

Now we are in game 5 and I see 4 penalties to the Canucks and one to the Bruins. I see a obvious too many men on the ice against the Bruins…no call. Here we go again. I honestly believe that Gary Bettman is so concerned about American ratings that he either directs or ignores  policy and calls that would favour Canadian teams in favour of the U.S Teams.

You can make your own assumption but the more people raise the issue the more ‘balanced’ these series will be.

Go Canucks Go!

Larry

Here is the video of the ribbon cutting with Mayor Peary of Abbotsford doing the honors.