- Success Strategies from Jack Canfield
- Leadership Lessons from John C. Maxwell
Success Strategies from Jack Canfield
The Power of Asking; 7 Ways to Boost Your Business
by Jack Canfield
The gift called "asking" has been around for a long, long time. One of life's fundamental truths states, "Ask and you shall receive." Kids are masters at using this gift, but we adults seem to have lost our ability to ask. We come up with all sorts of excuses and reasons to avoid any possibility of rejection.
Yet the world responds to those who ask! If you are not moving closer to what you want, you probably aren't doing enough asking.
Here are seven asking strategies you can implement in your business (and in life) to boost your results and your bottom line:
Asking Strategy #1: Ask for Information
To win potential new clients, you first need to know what their current challenges are, what they want to accomplish and how they plan to do it. Only then can you proceed to demonstrate the advantages of your unique product or service.
Ask questions starting with the words who, why, what, where, when and how to obtain the information you need. Only when you truly understand and appreciate a prospect's needs can you offer a solution. Once you know what's important to them, stay on this topic and find solutions for them.
Asking Strategy #2: Ask for Business
Here's an amazing statistic: after giving a complete presentation about the benefits of their product or service, more than 60 percent of the time salespeople never ask for the order! That's a bad habit, and one that could ultimately put you out of business.
Always ask a closing question to secure the business. Don't waffle or talk around it-or worse, wait for your prospect to ask you. No doubt you have heard of many good ways to ask the question, "Would you like to give it a try?" The point is, ask.
Asking Strategy #3: Ask for Written Endorsements
Well-written, results-oriented testimonials from highly respected people are powerful for future sales. They solidify the quality of your product or service and leverage you as a person who has integrity, is trustworthy and gets the job done on time.
When is the best time to ask? Right after you have provided excellent service, gone the extra mile to help out, or in any other way made your customer really happy.
Simply ask if your customer would be willing to give you a testimonial about the value of your product or service, plus any other helpful comments.
Asking Strategy #4: Ask for Top-Quality Referrals
Just about everyone in business knows the importance of referrals. It's the easiest, least expensive way of ensuring your growth and success in the marketplace.
Your core clients will gladly give you referrals because you treat them so well. So why not ask all of them for referrals? It's a habit that will dramatically increase your income. Like any other habit, the more you do it the easier it becomes.
Asking Strategy #5: Ask for More Business
Look for other products or services you can provide your customers. Devise a system that tells you when your clients will require more of your products. The simplest way is to ask your customers when you should contact them to reorder. It's often easier to sell your existing clients more than to go looking for new ones.
Asking Strategy #6: Ask to Renegotiate
Regular business activities include negotiation. Many businesses get stuck because they lack skills in negotiation, yet this is simply another form of asking that can save a lot of time and money. Look at your vendors and suppliers and see if there are areas where you can be saving money. Just ask.
All sorts of contracts can be renegotiated in your personal life, too, such as changing your mortgage terms and rate, reviewing your cell phone plan and requesting a policy review with your insurance agent. As long as you negotiate ethically and in the spirit of win-win, you can enjoy a lot of flexibility. Nothing is ever cast in stone.
Asking Strategy #7: Ask for Feedback
This is a powerful way to fine-tune your business that is often overlooked. How do you really know if your product or service is meeting your customers' needs? Ask them, "How are we doing? What can we do to improve our service to you? Please share what you like or don't like about our products." Set up regular customer surveys that ask good questions and tough questions.
HOW TO ASK
Some people don't enjoy the fruits of asking because they don't ask effectively. If you use vague language you will not be clearly understood. Here are five ways to ensure that your asking gets results.
Ask Clearly
Be precise. Think clearly about your request. Take time to prepare. Use a note pad to pick words that have the greatest impact. Words are powerful, so choose them carefully.
Ask with Confidence
People who ask confidently get more than those who are hesitant and uncertain. When you've figured out what you want to ask for, do it with certainty, boldness and confidence.
Ask Consistently
Some people fold after making one timid request. They quit too soon. Keep asking until you find the answers. In prospecting there are usually four or five "no's" before you get a "yes." Top producers understand this. When you find a way to ask that works, keep on asking it.
Ask Creatively
In this age of global competition, your asking may get lost in the crowd, unheard by the decision-makers you hope to reach. There is a way around this. If you want someone's attention, don't ask the ordinary way. Use your creativity to dream up a high-impact presentation.
Ask Sincerely
When you really need help, people will respond. Sincerity means dropping the image facade and showing a willingness to be vulnerable. Tell it the way it is, lumps and all. Don't worry if your presentation isn't perfect; ask from your heart. Keep it simple and people will open up to you.
Jack Canfield, America's #1 Success Coach, is the founder and co-creator of the billion-dollar book brand Chicken Soup for the Soul and a leading authority on Peak Performance and Life Success. If you're ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com
Leadership Lessons from John C. Maxwell TRAVEL LIGHT By Dr. John C. Maxwell One of the first international trips my wife, Margaret, and I took together was to Japan. When we were choosing luggage for our journey, we decided to get the biggest suitcases we could find. It seemed like a logical idea at the time-after all, the bigger the suitcase, the more we could pack in it. Unfortunately, while we were packing, it never once occurred to me that we were going to have to carry those bags wherever we went. Now, if you know anything at all about Japan, you know that traveling by rail is often the best way to get around there. Needless to say, we spent a lot of time lugging our suitcases in and out of train stations. I remember going to one particular depot with two bags that were as big as me, both stuffed nearly to bursting. I was struggling to get to the train with my suitcases, Margaret was struggling down the street with hers, and neither of us was very happy about the whole situation. Finally, I'd had enough. I stopped right where I was, put the suitcases down and said, "Margaret, anyone who can carry these suitcases can have them! I'm just going to leave them right here. I'm not carrying them anymore." That little incident, which my sweet wife and I jokingly say is closest we ever came to getting divorced, taught us a valuable lesson: Travel light. Margaret and I learned this lesson so well that, on subsequent trips, we've literally gone out of the country with nothing but our carry-on luggage. In addition to preserving our marital bliss, traveling light alleviates the stress of keeping track of numerous bags, saves time previously spent waiting around at airport baggage claims and keeps us from getting worn out before we ever get to our destination. On top of all that, it doesn't take us nearly as long to unpack once we get home. As helpful as it is to travel light on a business trip or vacation, it's even more critical to travel light through life. Let me explain what I mean. Many people go through life with far too much emotional baggage. They didn't necessarily intend to fill the biggest bags they could find with their personal junk, but along the way, they've somehow managed to collect quite a stash. A chip on the shoulder here; an ugly batch of pent-up anger there. Ten years' worth of hurt feelings here; three decades of rejection there. I could go on, but I'm sure you get the picture. Sadly, these individuals fail to realize the damage their excess baggage is inflicting on themselves and others. For example, a recent survey indicated that people with emotional problems are 144 percent more likely to have automobile accidents than those who do not have such problems. In addition, one of the study's most sobering findings was that one out of every five victims of fatal accidents had quarreled with someone in the six hours before the accident. This is why it's so important to practice what I call "keeping short accounts." When you keep a short account, you ask for forgiveness quickly when you hurt someone. When you treat someone badly, you make it right as soon as possible. You don't hold grudges. You don't go to bed angry. You don't allow your own injured feelings to fester into bitterness or resentment. The importance of keeping short accounts really hit home with me when I had a heart attack several years ago. As I lay there, honestly not knowing if I was going to live or die, I felt a tremendous amount of peace because I knew my relational ledger was clean. Ironically, the thought that kept coming to my mind during those first tense hours was, "I don't have to call anybody on the phone." It was true. I didn't have to make any last-ditch apologies or ninth-hour requests for forgiveness because I had made an intentional effort to travel light through life. From a practical standpoint, traveling light means that I have to ask somebody to forgive me almost every day. It means that I often have to sit down with Margaret and say, "I'm sorry for using that tone of voice; I was wrong." It means that I have to initiate reconciliation with people who have offended me, not wait for them to make the first move. None of this is easy. It's often humbling and hard on my ego. And yet, the alternative is much worse. Failing to travel light blurs your focus on what really matters and impairs your ability to live and lead effectively. So if you're carrying a bunch of excess baggage, get rid of it. Write a letter. Make a phone call. Do whatever you need to do. Just do it now. You've got more important things to do than cart around unnecessary-and potentially life-threatening-luggage for the rest of your life. "This article is used by permission from Dr. John C. Maxwell's free monthly e-newsletter 'Leadership Wired' available at www.INJOY.com."
Recent upheavals in the appraisals arena and the new Home Valuation Code of Conduct (HVCC) are contributing to too many sales falling through the cracks.
