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A Personal Note from Susan 

  

It's that time of year again; time to close up our camp on the St. Lawrence River and brace ourselves for another long, cold, Upstate New York winter.  This always makes me sad. L  
 
While at our camp earlier this month, my husband and I went thru the check list of all that needs to be done to close up camp and I had a reoccurring, somewhat strange thought.  It was that no amount of money or success can prevent winter from coming.  Ok, I said it was strange.  There are just some things in life that no amount of money can change.  Yes, we could invest lots of money in making our camp year round; however that would not prevent the cold, windy and snowy weather from arriving. 
 
That's when it hit me.  Each of us has something in our lives that we would like to change, but it is beyond our control.  In these times we must find a way to stop resisting and just accept that it is what it is.  In accepting this fact, whatever it may be we will free up our energy to focus on the things in our life that we can change.  For me, I turned my focus back to what still needs to occur for my Prince Charming and I to semi-retire so that we can move South in the winter months and return to our camp to enjoy the beautiful Spring and Summer months.  As I type that last statement I realize that just thinking about our plan brings a smile to my face.
 
What are you spending energy on that cannot be changed?
 
I invite you to just accept it, and move your focus onto one thing you can work on that you can control, something that brings you joy or perhaps moves you closer to achieving your big goals, dreams and the future that you desire.
Susan's Signature 
P.S. Stay connected with me, (and read lots of informative & inspiring content) by clicking "like" on my Facebook page here.

Do You Know the Three Pillars to Sales Success?

I'm often asked by my clients; what do I need to do to increase my sales?  In most cases, I can speak to the three pillars of sales success that have worked for me and many other business owners.  They are Networking, Speaking and Making Sales Calls.  This month I will dive deeper into the final pillar three.
 
Pillar Three: Making Sales Calls - it's about selling and you've earned it!
 
It is safe to assume that anyone taking the time to read this article understands the value and importance of actually picking up the phone, so I'll save you my lecture relative to this basic understanding.
 
Let's go deeper.  Did you know that 20% of your efforts will deliver 80% of your revenue?!  There are so many hats that we as small business owners must wear.  Some of our responsibilities include; bookkeeping, marketing, managing our teams, and all are important and need your attention.  However, if you do not block time into your daily schedule to make sales calls, your bottom line will be negatively impacted.
 
Clients ask me all the time, who do I call?   You will be pleased to know that the calls you make do not always need to be a cold call.  Here are some ideas on who you could call:
 
  • Current customers/clients - Check in, see if you are offering an add-on service that may be of value to them.
     
  • Past customers/clients - Run a report of your previous three years customers, you will be surprised by some of those that are no longer top-of-mind.  Reach out, check in and see if you can offer them a service/product.
     
  • Unapproved Proposal - You know these individuals/companies; they are the ones that you didn't get, and you wanted to forget about; however, I will challenge you to reach out, see how their projects are coming along, express your interest and desire to be considered for future projects.
     
  • Vendors/Strategic Partners - Typically, these individuals are waiting for you to call them with the next project.  It is perfectly ok, to reach out and let them know that you are looking for new business, your next big client, and see if they have anyone in mind that you should follow up with.
     
  • Networking Contacts - Grab that bag of business cards that you've accumulated, and yet to add to your email database, and reach out.  Be curious, ask questions about their business goals, and how you can mutually serve each other.
     
  • Speaking Engagements - You have already learned the importance of getting your message out in order to grow your business.  So, why not spend some concentrated call time on reaching out to the event organizers to let them know that you can jump in if they have any last minute cancellations, or your colleagues who are speakers to see where they have spoken in the last 12 - 18 months, as in most cases, they will not be invited back to the same event; or do some research on Google and pick up the phone to inquire about any speaking opportunities that are being planned regionally.
 
I hope that these ideas provide some inspiration for who you may call to acquire new business.  Now block the time in your schedule in advance, make this a priority time in your business day, and pick up the phone.
 
Another question I'm often asked is, how many times do I call the same person?  I will just share with you that statistically, most people give up way too soon.  This statistic, shared from the National Sales Executive Association states that only 10% of sales people make more than three contacts/calls to prospective buyers.  This is clearly not enough considering the other statistic they share is that 80% of sales are made on the fifth to twelfth contact!!

This completes my series on the Three Pillars to Sales Success.  If you have additional questions, or would like to schedule a "virtual cup of coffee" with me to address your unique sales challenges, please email me and we'll get that on our calendars.  I also invite you to visit my website to explore further how you can put my 30 years of sales and marketing expertise to work for you!!


Resource Center

There is still time for you to join me at this year's Celebrating Women In Business Conference in Owego, NY on Thursday, November 3rd from 8:30am - 4:00pm
 
My keynote presentation, "Six Lessons in Becoming a More Effective Negotiator" is only a portion of the fun, learning and networking that is included.
 
Please visit, www.CelebratingWIB.com for all the details!


A Thought to Ponder    
 
"Whatever joy there is in the world arises from wishing
for others' happiness. Whatever suffering there is in
the world arises from wishing for your own happiness"

By: Shantideva


Meet Susan 

 

Tap Into Your Center - Increasing Sales, Revenues and Profits™ was officially founded by me, Susan Beebe in the fall of 2013. After more than 30 years of being in sales and marketing, of successfully running my own advertising agency, Lighthouse Marketing, I have finally given myself permission and launched the business entity that speaks to my soul.

 

I believe  we are each given unique gifts, talents, skills ; that are meant to be shared with others. That is our purpose - it's truly that simple. My gifts include practical skills, such as the ability to sell - to market effectively - to run a successful business - all with the primary spiritual intention of being unconditional love!

 

If you're responsible for generating new customers for your company - and would like to co-create a customized New Business Development system to  generate a steady stream of your ideal customers  - then let's connect, and explore how I can put my 30 years' experience to work for you and your company.


Tap Into Your Center
5821 Acton Street
E. Syracuse, NY 13057
Phone: 315-656-9922
Call Toll-free: 855.436.5688
Email:  info@TapIntoYourCenter.com

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