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Follow-up for Power Networkers

  • By Ian Shere , on December 10 2018 09:54
  • 2 min read
I have to admit, I can be bad at following up after a networking event. Kind of dumb really. I invested, at the very least, the time and gas to go there, but don't follow up. Now sure, I may have been the most interesting person there, but probably not! It's very likely I'll have made some connections - now what? File those cards and wait for the phone to ring, right? Wrong! Now it's time to start work.

Firstly, you should have jotted some notes on the cards you received so you can follow up intelligently. It doesn't make a good impression if you get their spouse's name wrong in your follow-up. So, secretly, write notes on the backs of their cards so you can accurately remember details.

Prior to the event, plan your follow-up. Diarize your follow-up schedule so you'll have no excuse to procrastinate in taking action. Your follow-up period should be no more than a week for your first contact. Start off with a simple email. Thank them for their time and try to find something interesting to share with them. It could be a white paper, or an article which is relevant to them.

Depending
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I'm probably going with another company...

  • By Ian Shere , on December 03 2018 09:43
  • 2 min read
Ever had this situation... You meet a prospect, who we'll call (very novel!!), John, and it seems your pitch went well. Then you ring back a few days later and they say, "Yeah, I'm probably going to sign with another company later today." What's your response? "Ummm, OK, thanks for the opportunity to quote anyway." Do you think there's a better response?

Let's stop and think. They HAVEN'T signed yet. In fact, from their response, they may not be totally sold on "the other company". They haven't signed yet, and their use of "probably" likely means they're resigned to choosing that company because it's the best the found, not necessarily THE best. So, here's how you should answer this. It's all done with questions.

1. "Hey John. Is it OK if I ask a few questions?" Invariably, unless you did a really bad pitch, they'll say yes.

2. Let's explore fit. "So, John, why did you decide to go with the other company? What was your buying criteria?"

3. Next, find out about functionality. "John, did the other company's offering include everything you needed, or were there some things missing?"

4. Then a big one - cost. "Tell me about
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A referral is a referral right?

  • By Ian Shere , on November 26 2018 09:35
  • 2 min read
When is a referral not a referral? When it's a lead, a lead being slightly more than a cold call. At worst, a referral should be a warm call, and, if we, the referral giver, do our job right, it should be a hot call. Our referral should be straining at the leash desperate to buy from our trusted source. But how often do we get those sort of referrals? Here are 5 levels of referrals.

1. Name, rank and serial number. This probably constitutes most referrals given in BNI. You give the contact details, maybe some details of the project, and perhaps remember to mention that "Joe" will be contacting them. Temperature 100 degrees.

2. Here's a brochure. In addition to #1, you give the referral some marketing material. Temperature 110 degrees.

3. He/she does amazing work. OK, you're starting to cultivate the referral now. You share a strong written or verbal testimonial with the referral - what they did for you and how it affected you. Temperature 160 degrees

4. Let me set up a meeting. At this level you're really starting to cook. You call your source while you're with the referral and arrange a meeting between
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Credit card processing woes

  • By Ian Shere , on June 25 2018 12:03
  • 2 min read

When we began CitrusKiwi 9 years ago, no merchant processor would touch us. No surprise really. Brand new company, owner brand new to the USA, no credit history. We had a lot going against us. So we went with PayPal. And, for 9 years, they have provided reasonably good service. Yes, they're expensive; yes, their reporting is a joke; yes, their search and filtering is an even bigger joke. But at least they gave us an account and they've improved from when we first signed up. But, finally, it was time to move on.

So, we signed up with Total Merchant Services. Setup was slow - well over a month to get the account in place and connected with Authorize.net. On top of that, we were never sent any documentation regarding our account - didn't know how to log in even! So, we processed a few transactions, and, despite the initial issues, business seemed to be working. Until last week....

I had a couple of clients say they were having issues setting up their payments. Then I began to get declined emails - Error code 38 - "The Global Payment System identification numbers are incorrect. Call Merchant Service Provider." 

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Press "1" for English...

  • By Ian Shere , on August 31 2015 06:37
  • 2 min read

Feeling a little low today? Try this link to cheer you up - never fails with me! Warning, you may need an Australian slang book handy.

https://www.youtube.com/watch?v=syPSHe0kzMs

How many times, have you phoned "customer service" and gotten someone you cannot understand. As an "import" it probably happens to me a little more, especially if that call center is based in the South, Though I rang DirectTV last week and got a very helpful girl based in Mississippi, and, while she had a strong Southern accent she was very understandable.

Everything we do in business, especially how we interact directly with client and potential clients impacts our businesses. I cannot understand why companies have "customer service" departments where the customer is clearly unimportant and service is a superfluous word. Yes, no doubt they are cheaper than hiring an American with English skills to do it, but does anyone in management or HR really stop and think what image this portrays to their customers?

My wife used the phrase "status quo" once, and I challenged her that there is no such thing. Everything we do, say, hear, read or experience molds us in one of 2 ways - for better or for

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10 Recession busting tips

  • By Ian Shere , on September 30 2013 12:13
  • 2 min read

1. Don't be Hypnotized by the Bad News. Constantly watching the bad news on the TV, the newspaper or internet is not going to change things. Be informed, but don't excessively indulge in watching the bad news. Focus on things that you can change and be proactive. What's in your sphere of influence? Focus on that. Also make sure that you don't hang out with people who have been hypnotized. They will be like a wet blanket.
2. Cultivate an Attitude of Gratitude. Be grateful for things that are working in your life. Focus on the things you already have.
3. Over Communicate the Good News. Make sure you over-communicate with your team, your clients, suppliers, bankers and suppliers. When there is too much bad news in the market, be the shining beacon that gives fresh perspective that things are still working. It's like an antidote to the bad news. It gives people hope. Share stories on a weekly basis about how you and your company are making a positive impact. Highlight cost savings and increase in productivity your
product or service delivers.
4. Consult your Advisors Regularly. The regular consultation with your CPA and other key advisors can give you insight into the health of your business.  They can

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9 reasons for credit card acceptance

  • By Ian Shere , on July 14 2012 18:49
  • 2 min read

In the days where you'd pick up a phone book to find a business, almost no websites accepted credit cards, in fact, many businesses didn't at their bricks and mortar site. But that's all changed now, with more and more purchases, even of major items, being conducted online. And the only easy way to accomplish those transactions online is with a credit or debit card.

Not just the "big boys"

"I'm just a little guy..."; "I'm a roofing contractor; it doesn't work for me." Wrong and wrong! The internet has levelled the playing field when it comes to size. No longer do you need to be huge to be successful online. And the good news is that anyone can benefit from accepting online payments. The catch phrase is..

Make it easy to pay!

The more ways your customers have to pay, the more likely they will!

  1. If people want to pay with a debit or credit card, and you don't offer it, they'll likely go elsewhere.
  2. Research has shown that commercial sites can triple their sales just by adding credit card payments.
  3. Credit cards attract impulse purchases. It's easier to spend on a card without feeling the guilt factor, and
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