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F is for Following up
Over the last few years, I’ve spoken and written in depth about following up with people and why I really do think that it is the most important marketing technique that you can do.
Living The American Dream: How Dov Charney Fashioned His Own Success
“Give me the chance of going to Harvard or being there when Google started and I want to be there making $3 an hour sweeping their floors. Or Apple when Steve Jobs started it,” says Charney. “Maybe I'm delusional but that's what I think American Apparel is.” For Charney, the success of American Apparel has just begun. But how did he get to where he is today? How did a Jewish Canadian college dropout become the CEO of one of the most revered and fastest-growing companies in America?

Networking is a Continuous Process
Some people start to network when they lose their job. Smart people network continuously so they always have a pocketful of good contacts. Networking is build on trust, and trust takes time to build.
The 5 Benefits of Virtual Coaching Engagements
Still today there are some who doubt the effectiveness of 'virtual' coaching, preferring the traditional face-to-face encounters.
Exceptional Prospectors
Over the past 14 years, my team has conducted thousands of psychological assessments and interviews with both managers and salespeople about their prospecting and sales behaviours. Our research has consistently revealed that salespeople often experience their greatest difficulties, dissatisfaction, and anxiety at the prospecting stage of the sales cycle. Meanwhile, Sales Managers repeatedly express their frustration that they cannot find salespeople who are competent, confident, and motivated to prospect for new business. Prospecting requires sales people to establish contact with people who might buy your products or services. Whether it is phone, face-to-face or group prospecting, inbound or outbound, nothing gets sold until you get in front of and/or talk to potential buyers.
2009 Cold Calling Checklist
If we listen to the media, 2009 is shaping up to be a tough year. People are losing jobs and homes and businesses are struggling. A tough economy, however, does not mean that no one will ever buy anything or that no business at all will be done in 2009. What it does mean is that business owners and sales professionals will need to adjust tactics to survive: They will need to become more proactive and more efficient at finding new opportunities.

5 ways to stay in touch with your customers
It seems that business owners out there are finding it harder and harder to stay in touch with their customers. Consistently when I ask small businesses to rate themselves at following up, they always say that this is where they are weakest. Actually, there are tons of ways to follow up and stay in touch with your customers and your contacts - well five anyway. Many people let fear get in the way because they don’t like picking up the phone, but just think of all the other ways to follow up…

Seth Godin Reinforces the Proper Sales Process
When I help companies with their sales process it always leads to: * shorter sales cycles as a result of the process itself * higher average sales as a result of the value added to the process * higher margins due to selling at their price instead of selling on price * selling last instead of selling first.
INTERACTING WITH OTHERS
An interaction has verbal content and non verbal communication-gaze, gesture, expression, voice, volume, tone etc.
The Karma of Connections
The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively together. Rapport dramatically increases your chances of winning a sale. Additionally, Having rapport means that when there are tough issues to discuss, for example price increases, you can more easily find agreement and solutions and move on.

INCONCEIVABLE! – 7 MISCONCEPTIONS ABOUT PROFESSIONAL SERVICES LEAD GENERATION
By Mike Schultz and John Doerr Vizzini: Inconceivable! Inigo Montoya: You keep using that word. I do not think it means what you think it means. - The Princess Bride As service firms begin to awaken from a long recession-inspired hibernation period, they are again beginning to think about proactive lead generation. If your firm is stepping-up your outbound marketing, your first step should be to re-examine your firm's thinking about what works and doesn't work. Consider the following seven service lead generation misconceptions. Destroying these myths can lead to more production and better return-on-investment for your marketing time and dollars.

Hey Ive received an FDD Where in the world do I start this thing is huge
You are working your way throughthe franchise process and now you have a franchise company's Franchise Disclosure Document and it is several hundred pages. In this 5th article in our series we explain what the intention of the FDD is as well as what to look for when you receive it. This is a critical document and knowing what and where to look is critical. Read on for a description and guide for reviewing a franchise company FDD.
Probing for Success
When you are asking questions to develop and understand the customers issues, you need to keep asking and asking questions to uncover the real issues that they have, unfortunately most salespeople stop asking questions and assume what problems they have.
“New” Social Media Options Aren’t New, They’re Sequels
The excitement is almost unbearable. A new web-based social media service is unveiled. Will it be the next (fill in your own current fave)? Will it die? Nope social media can't be killed. For every mind-numbing IPO a sequel emerges from the lake. The only thing the sequel will give you is another chance to place your mark on the Internet forever...another way for you to waste your time telling the boss -- or yourself -- you're "working hard to protect the company, the product from the beasts." Life in the virtual world is fun, exciting, different from real work.

Next Generation Leaders: What They Want and Need from the Workplace
Have you ever wondered what makes the Millennials tick? So did we, so in the fall of 2011, we interviewed Millennials and their managers to learn more about this generation. Because many of our clients struggle with how to best integrate Millennials into the workplace, we interviewed Millennials and their managers through face to face and telephone interviews. The people we interviewed came from a variety of organizations and industries, ranging from Fortune 500 companies to small companies. The survey spanned different industries including the drug industry, engineering, biotechnology and financial services.
4 Ways To Connect Using Communication Preferences
Effective communication is a key ingredient to building strong personal and professional relationships. Now, more than ever, what you say and how you say it is important to your success. Learn how to connect using communication preferences.

How to Sell Anything to Anybody Face to Face
Selling, more than any other profession is s learning game. Doctor's and lawyers often refer to what they do as a "Practice." Selling is also practice. Product knowledge, phrasing, time management, flow of information, presentation skills are all part of the learning process of sales. Selling is not manipulation. Salespeople should think of themselves as "assistant buyers" to their customers or clients not a competitive adversary.

Shackled to Our Own Ideas
The Romans had many creative ways to kill people. One was to shackle a live person to a dead one: face to face. Eventually disease and death would overcome the living. Sometimes we shackle ourselves to ideas that are dead, out-moded, and have no way of succeeding. In the end they drag us down and our efforts die.

Other face to face Related Articles

Sales Training Tip – What to say and how to say it
'What's in a word' is a series of words and phrases which will help you put together a well PLANNED Sales Presentation when dealing with customers either face-to-face or over the phone.
Three Main Obstacles Home Based Businesses Face
When you own a home based business you are constantly faced with obstacles, whether it be after having some success or the initial obstacles you face when you are first starting out. You WILL face obstacles there is no doubt about it. I have found that there are three main obstacles that people face in home based businesses that must be overcome so they can move on to live the life they dream.
The 5 Benefits of Virtual Coaching Engagements
Still today there are some who doubt the effectiveness of 'virtual' coaching, preferring the traditional face-to-face encounters.
Understanding E-Body Language
Online communication is so much a part of everyday life that we normally take it for granted until the power goes out. Many of us view e-mail the same as face-to-face communication; we just type information as if we were chatting with someone in the lunchroom – potentially a big mistake. If you are like most leaders, you lived through the transition from a face to face world to a mostly online world with little training. That can lead to some problems that are unnecessary. In this article I describe some of the opportunities.
Make The Phone Your Best Friend
Do you believe that to close a sale you must ‘get in front of prospects?’ Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
Home-based Business: Face Painting
Face-painting is a fun and affordable home-based business to consider. If you have the skills, concepts and principles, your face painting business can be a major source of income. Birthday parties, children’s activities, carnivals and other events may hire face painters to make their party fun and exciting.
Career Advice: Less Computer, More Face Time
The importance of meeting with people face-to-face in order to develop and nurture strong relationships
Logo Use in an Ad Campaign
Logos tend to be the face of a company, or at least the face a company or entity wishes to put forward. This face can be put toward all types of potential customers from investors to consumers. Incorporating that logo is an important way of putting your company’s personal stamp of approval or seal on anything a company approves of.
Online Training - A Platform for Leadership Development?
After 25 years of conducting face-to-face leadership training, one day I was introspecting on the new buzzword ‘Adaptive Leadership'. So I asked myself, "Am I an adaptive leader? With all the technological advances, am I hiding behind face-to-face training because it is in my comfort zone?"
How to Succeed at Work: Does Your FACE Send a Positive Message?
What does your FACE say about you? Are you wearing a face of success? Facial expressions are a part of everyday living that send vital messages to those around us. As a physician who treats many patients who are in pain, I can readily tell how patients feel by looking at their faces. Certainly, when people are in pain, their facial expressions depict how they feel. Literally, their face lets me know that they hurt. What messages does your face send?

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