I am STUNNED by how badly people show up to attend online events.
It doesn’t matter if it’s corporate events with your peers and bosses or if it’s with your networking business associates or training for online webinars.
What are you all thinking of?
Would you show up at an office looking like that? Attending an online event is not a Get-In-Free Card! It’s a great opportunity to connect with people that you may not have connected with already visually or to impress those same people with how you are or appear as a knowledgeable, informed, intelligent leader of people!
You and I have seen people come to the Online Venue looking like they are homeless. We have seen people who don’t seem to have any interest in what is being said. We have seen people with their hair not combed, no make-up on, in their pajamas, their out-door weeding clothes, in wife-beater t-shirts! OMG!
What are you thinking?
When you show up for any business opportunity think, why would I want to do anything, work or fun, with people who look like this?
How you present yourself says volumes about you. Do I expect you to show up in suits like you were in the office? No, of course not. But I do expect you to show up dressed well (at least from the waist up) and demonstrating that you have some vague interest in what is being said.
By that same token, I expect the people LEADING the meetings to come prepared, being succinct and interesting, and yes! Even entertaining in how they present their material.
I teach people how to be interesting in any presentation.
I know, many people say, but Steve, my material is boring!
Here is the truth, your material is dry, you are boring!
But that is an entirely different course!
Here are the rules for attending any online event.
Have your camera on
Sit up on the edge of your chair
Be interested or get off the event
Dress like a pro
Ask questions & take notes
Introduce yourself with each question
Have a tag line if it’s not your office (i.e. the President gets introduces as Pres of XYZ, Vice President of Marketing and Sales, what is your title or tag line?) Steve Sapato, the most famous unfamous speaker in America. Or Steve Sapato here, I am the leading expert in Becoming Visible to create your success.
Lean on the back of your chair
Eat while attending
Try doing several things while you are attending
Never cover your camera if you are part of the corporate event
This will create higher visibility
I am Steve Sapato your expert on creating more success for yourself. email@example.com
Is your business failing because your people are failing?
This is the real question for your business. Over the last 8 weeks, I have watched, participated, and heard from many other professional people how workers/salespeople across a very wide spectrum are failing miserably to make a sale.
And isn’t that the test of your business? How does that saying go? Nothing happens until someone sells something.
Well, I can attest that I have personally been involved in 3 major purchases (from $1500-$2500) over the last several weeks. I have friends involved in purchases from $5,000 to $400,000. And in every instance, the salespeople failed miserably to close a deal or create a relationship that might lead to another deal.
Sometimes it cost them a sale, sometimes we bought in spite of the poor handling by those employees.
In every situation either in person or on the phone, the person failed to ask for the sale or failed to ask the right questions to get to the sale.
It shouldn’t be complicated but it certainly tells how poorly most businesses train their people.
Are you training your people? Are you watching their techniques? Are you following up like they should be following up to ensure that every opportunity for a sale has created either success or failure? And by that I mean, their efforts are not still lingering in the ether-world waiting to be closed or never followed up.
An example of this; I found a specific kayak I really liked on-line. I researched it and did my due diligence. I finally called to see who had it in stock. No one. Not one dealer in Florida had this particular model in stock and after speaking to five dealerships, not one offered me any other craft, manufacturer, or model for comparison. No, we don’t have that. Won’t have it for another 5 or six weeks. Sorry.
I finally called one back and said, may I put a deposit on two of them so I can be first in line when they do come in. Certainly! I was told. And I invited them to send me an online invoice to pay my deposit.
This person never followed up with me to make sure I received their email, contract, proposition. Never called me to ensure I would be first on the list and make a personal connection so I would wait for his company to deliver the kayaks. And a week has gone by and I still have not heard from them.
In the meantime, someone I know asked me why I don’t look at others that are in-stock at local dealers.
I called a couple of locals back and one said, we have extremely limited supplies. Maybe in a couple of weeks. Didn’t try to find a way to connect with me, find out what I really wanted, find out how they could help me purchase a great kayak.
Another said we have a great selection. And was going to hang up.
I invited myself to go look at their store. And had to ask, during these difficult times of quarantine, what are your store hours. They had to look them up.
We drove there, looked over the kayaks. The salesperson never invited us to sit in them, or really offered us any ‘selling’ information, advice or motivation. Not one, ‘you would love this model’. More importantly, they never even asked what we were really looking for. What drew us into their store. How soon did we envision ourselves paddling one of these beauties?
I had to make the joke that if they would throw in cupholders we might take them today. Silence.
So we said, ok, thanks and walked away! Buyers in your store and no ability to close an $1800 sale.
We have friends, after a long long day of manual labor, sweat, and dirt he and his partner we set on buying a real leather made-in-America sofa. After many calls, they located a store and after he got off work they went to see and buy. As they walked into the store they were followed in by a woman dressed professionally (office apparel) and after greeting both parties and the salesperson immediately asked the professionally attired person what they were looking for. Spent significant time selling this person a $500 lamp before my friends looking for a $5000 sofa wandered out only to buy someplace else.
Another friend closed on a home just as we hit quarantine. $350,000 home and after 7 weeks has not heard or received one thing from the agent they bought the home from. Seven weeks without a personal connection, phone call, emails, snail mail!
So I ask again.. is your business failing because your people are failing? And you have to ask yourself, why are your people failing to close a lot more deals!
We create an entire culture based on ‘the Ask’ scenario. Ask a question, listen for the answer and if you are genuinely listening and not trying to ‘sell’ eventually you will hear the opening that you have been looking for and now you can give the question, ‘and if you found that, you would probably take advantage of that right now, wouldn’t you.’ (please notice the period and not a question mark).
I would love to know your recent stories from this article. Have you experienced exceptional service and follow-up from a sale? Have you found a lot of salespeople leave a whole lot sitting on the table? Have you seen salespeople who need more training in order to help their companies?
I am Steve Sapato and I look forward to reading your responses.
OK! Here is the deal with business cards, unless you understand their purpose you are wasting everyone’s time giving me your unreadable business card.
The statistics are ridiculous. 88% of all business cards are thrown away within 7 days and 68% are not even looked at once you give them out.
So why have a business card?
The Number One reason to have a business card is to write down the other persons information.
The Number Two reason to have a business card is…
Wait, there is no real reason except that it makes us feel better. I try not to give away my business card. I don’t offer it but I am always asking for yours. If you and I have a connection and I believe we might create a connection then I take yours and I hang on to it and I send you an email asking, how can I help you create more success in your business?
No one answers.
Most people have no idea how to design a business card. First, are you a celebrity marketer or a commodity marketer?
If you sell real estate or insurance my guess is you are a celebrity. Because no matter what company you sell for you want people to buy from YOU!
If you are a commodity like a wholesaler, beer distributor, pipe or metal seller then you want them to remember your company! And your territory will protect your sale.
As a celebrity, you want your picture on your card so people recognize you and look for you and want to meet you.
No picture? Why not?
Then there is the type and font. Make your info as large as possible. Far too many people try to make their cards cute or pretty. If you are a photographer then you need to have the background be special and convey an image or quality. Most people do not need that and yet they make their fonts so small you can barely read the words. Stop all of the cuteness and FILL your card with information about you. No ridiculous images, swirls, or messages. No one will look at it anyway.
88% are thrown away within 7 days! 68% are never looked at again but fished out of their pocket or purse and tossed unceremoniously into the trash.
If someone wants to keep your information make it LEGIBLE to them without a magnifying glass.
Make it a large font and don’t leave artistic blank spaces anywhere. Don’t include a fax! You will tell them that information if you ever need someone to fax. They won’t have your card to look it up anyway!
Your photo, your phone, your EMAIL whether you think they need t or not! Your name and WHAT YOU DO!
Here are a couple of examples of cards – JUL Strategy, Business Clubs, OnPurposeConsulting, Getting Clarity, Success-total success mindset. Moonshine Creative Group, Profit-enriching practitioners but what do they do for US? Why should I keep their card?
Every card should define what you do for your client. SpeakerTalks, we put you on-stage to become the expert in your field.
What does your card say you do for people?
Here is a Total Car Care- that’s it! Why not Total Car Care where we make your car shine so people notice you! Or – Your car represents you, how will people see you today?
Nina in the Kitchen- and nothing else! How about, where our recipes make you the talk of the town. Where our recipes make your family happy.
Business cards are meant to do only two things, bring business to you or bring you a visit to your business, website or social media.
What is YOUR business card doing for you?
Bring in this card for 40% off your next purchase.
Handwrite a number on it and then it says, register your number on our website in the next 48 hours and be put into our drawing for $100.
This card is worth one free cup of coffee with a pastry/meal/$10 purchase and then make sure your people take the card and give it back (if you are a restaurant)
Again I will ask, what does your business card do for you, not your business.
2,000 business cards increase your company sales by 2.5%. Your business card does almost nothing for your business so make it work for you!
I am Steve Sapato, the most famous unfamous speaker in America at www.stevesapatoseminars.com where I teach you to make the most out of your life and business.
I would love to see your business card. firstname.lastname@example.org