Sales How To

In 2011, International Networking Week®is February 7th – 11th.

The purpose of this event, an initiative of BNI, is to raise the profile of networking in the wider community. The goal is to celebrate business networking’s essential and key role in business development and business success especially in today’s economic climate. BNI is focussed on small and medium sized business.

Business Networking is an important part of marketing, prospecting for new clients and developing sales for businesses of any size be they small or large business corporations. Over the past 12 years, I have attended many networking events around the Golden Horseshoe, west of Toronto, Ontario. One thing I have learned (it is absolutely essential to achieving sales growth, which is the goal of business networking), is to develop a plan BEFORE you attend.

WHY? When you network, you meet a lot of people and collect many business cards. If the business cards just end up collected on your desk and you never connect with people after the event – what was the point of collecting? Did you know that 80% of sales are made on the 5th – 12th contact – yet 48% of people fail to follow up past that initial 1st contact? To maximize your investment of time, energy and resources and avoid falling into the 48%, you need to have a plan for how you intend to follow up people after the event, BEFORE you attend.

Business Networking with specific intent - The concept of developing a Follow Up Plan BEFORE attending the networking event is what I have coined “networking with specific intent’. Having a plan is such a critical component of business networking  that I developed a series of Follow Up Training Seminars.  Set The Stage For Follow Up  is Step 1 - it gives you the basics and includes ways to enter a room and start talking to strangers. Automate Your Follow Up Process is Step 2 and introduces ACT a CRM (Customer Relationship Manager) which works with Swiftpage for email delivery.

Attending networking events without the specific intent of following up after is, in my experience, simply a waste of time, energy and resources. You might have had a great social time, but you failed to maximize the business development potential of  the networking event. So what can you do to avoid the trap of just having a great social time at your next business networking event?

3 Follow Up Tips to Help you Maximize Your Business Networking Efforts During International Networking Week

1. Develop a resource such as a Tip Sheet as your first Follow Up Step
2. Begin to use a CRM (Customer Relationship Manager) such as ACT and connect it to Swiftpage so you can begin to
3. Automate your follow up business processes. That way you will develop processes once, use it again and again and speed up your business. You will also lay the groundwork for being able to free up your time by delegating maintanence tasks to more junior team members. Contact me to find out more about documenting business processes.

Looking for an event to attend during International Networking Week? Jennifer Beale of UnLeash PR runs fabulous events in Toronto Ontario. Join me, Cheryl Scoffield, Follow Up Specialist and register here for Grow Your Network on February 8th and hear great speakers, Lisa Kember, Christel Wintels and Cindy Mount, Richard Dolan, Donna Messer, Lia Bandoli and Tina Deszi. This event includes an evening networking schmooze and costs only $35 for the FULL day!

Can’t make this event? Find a networking group in your area by visiting Better Business Networking or attend Hamilton Business Network in Hamilton, Ontario,  Mississauga Networking in Mississauga Ontario or my home group  Oakville Networking in Oakville, Ontario on February 4 and 18, 2011. Oakville Networking meets at 8:45 am at e-Spot in Oakville Ontario.

 Find out more specific details for your business here with Follow Up – Discover Your Next Step and Follow Up -Take Action or contact me to arrange a Keynote for your next association meeting or trade show breakout session.

Hear what others have to say about Follow Up Training.

Excellent Follow Up

As a new initiative here at Executive Sales Support, I have decided to begin recognizing those people whom I met while networking, who followed up with me after that 1st contact.  

They were probably busy also, but took a few moments to maximize their investment in business development and business networking by following up on the leads generated and setting the stage to open doors to greater sales in their business. 

 after meeting me at ThinkSpot in Burlington, Ontario
Barry Reid, Owner, Reid Performanace Management Inc representing LMI Canada.ca

Congratulations to these people who followed up.  They beat the statisitic of 48% of people never followed up past that 1st contact and are well on their way to the 5th – 12th contact where 80% of sales are WON.  

My hope is that by highlighting some of the people who have followed up with me, you will be inspired to follow up with the people you meet at business networking events. How can you repurpose these ideas to build your own First Follow Up Steps and open doors to greater sales in your business?

Good Luck!

See you out business networking this week!

Our lives begin to end the day we become silent about things that matter.   Martin Luther King

The last couple of weeks have been really busy with Small Business Week, Enterprise Toronto and the Toronto SOHO SME event!

Excellent Follow Up

As a new initiative here at Executive Sales Support, I have decided to begin recognizing those people whom I met while networking, who follow up with me after that 1st contact.

They were probably busy also but took the time to maximize their business development investment in business networking by following up and setting the stage to grow sales in their business.

Congratulations to these people in my community who followed up with me, they beat the odds of 48% of people never followed up past that 1st contact

after linking with me on Linkedin

Amina Mohamed Canadian Certified Staging Professional at Flair 4 Home Staging, sent me a Thank you

after Enterprise Toronto Small Business Forum

Promod Sharma, Marketing Actuary at Taxevity

after a Small Business Week Seminar at the Oakville Chamber of Commerce

Nigel Southway of Nexus Consulting – offered a 1st Follow Up Step of a Free Business Productivity Improvement Profile

after my Follow Up Training session for Enterprise Toronto

Preciosa Leal, Alliance Business Solutions, invited me to connect on Linkedin

after Toronto SOHO SME Expo

Amanda Bickle, Marketing & Web Co-ordinator at the National Speakers Bureau, invited me to connect on Linkedin

Congratulations to these people who followed up, they are on their way to the 5 – 12th contact were 80% of sales are made.

My hope is that by highlighting some of the people who have followed up with me, you will be inspired to follow up with the people you meet at business networking events. You can repurpose these ideas and techniques to build your own First Follow Up Steps and grow sales in your business.  

Good Luck.

Many of you may know, I am a student of Michel Neray, Chief Differentiation Officer of The Essential Message. He has been my business coach for several years and I am part of the Bull Pen Mastermind Group. I am committed to helping you grow and build your business and in that spirit freely share quality resources.   

The next Teleclass –  Everything Starts With A Conversation -  is Wednesday, August 25, 2010,  3:00-4:00 pm EST

Of course, everyone knows that all great sales and marketing focuses on the benefits, right? And the higher level the benefit is, the better. There’s only one problem with that – it’s wrong. This teleclass helps you sidestep the whole confusing thing about features and benefits and instead helps you focus on what truly works: Impact Statements.

If you are a coach, consultant, entrepreneur — or really, anyone who wants to truly engage people in conversation about what you do — then don’t miss this teleclass!

The Early Bird price is only $17.77  – so register before August 18, 2010!

Michel Neray is the founder and Chief Differentiation Officer of The Essential Message. Since 2003, Michel has helped thousands of independent professionals and growing corporations discover and communicate their authentic competitive advantage.

Get your business in front of more prospects and increase sales. Learn how to network proactively with the specific intent of setting the stage for sales follow up. 

Did you know that 80% of sales are are won on the fifth to twelfth contact – yet 48% of all business managers never follow up with prospects beyond the first contact conversation? 

If you want to engage the people you meet at trade shows and association meetings in conversation after the event, you need to Set The Stage For Follow Up.

Cheryl’s presentation on Sales Follow Up -  How To Maximize Your Networking - Follow Up More Effectively, gives you a sharp pair of ears backed up with the specific intent to follow up. 

Enterprise Toronto has chosen Cheryl Scoffield as a trainer for How To Increase Sales With Follow Up, this fall in Toronto, Ontario.

Cheryl Scoffield educates businesses, associations and organizations on how to using proactive networking techniques with the specific intention of setting the stage for follow up. 

Follow Up Training is also available in Oakville on Monday nights.
Book Follow Up Training for yourself or have this training come to your organization.

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

You attended the networking meeting- Now What? Do you have a plan in place and implemented, for staying in touch with the new prospects you met at the networking event?    You will, after you attend Set The Stage For Follow Up Training Session.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
When you take proactive actions to implement a step by step system to make sure every prospect you met goes into your sales funnel, is followed up and sales opportunities are maximized ….  you also maximize your business development investment. It just makes cents.

This sales follow up training is best for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs.

“SET THE STAGE FOR FOLLOW UP”  training is Monday night August 16th, 6 – 9 pm in Oakville, Ontario.

Register for “SET THE STAGE FOR FOLLOW UP”  Training or 

Have this training come to your office – contact Cheryl at ExecutiveSalesSupport.com.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00 in Oakville, Ontario.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

I met Cheryl Scoffield, the owner of Executive Sales Support, over a year ago and every time we talk business I walk away smarter. Yes, I said smarter! I walk away with usable information that will help my business.

Cheryl Scoffield, Follow Up Specialist, has developed a 10 Step Follow Up System that manages and maximizes your follow up activities. As in the follow up needed after you meet new prospects for your business; return from networking or the follow up needed to turn that stack of business cards on your desk into paying clients. If you need to know what to do next, Cheryl is the person you need to meet.

Why am I telling you this? Honestly, it’s because I have gained valuable knowledge from Cheryl over the past year and I am excited that Cheryl is now offering training sessions where she will share some of her tips and hints.

Kristeen Sopeju Edwards, Gifting Specialist, Business Owner
The Wreath Queen, Oakville, Ontario

I was teaching How To Maximize Your Networking - Follow Up More Effectively for the 13 week Small Business Start Up course run by my friend David Cohen runs over at The Learning Enrichment Foundation – LEF - www.lefca.org in Toronto, Ontario. The course helps adult entrepreneurs get their own business up and running.

The breadth and range of programs offered by LEF The Learning Enrichment Foundation is extensive and it is always a beehive of activity over there.  Last year I had an opportunity to speak about networking and follow up at BizCamp, a program run in the summer that provides youth who have a strong interest in business, including starting their own, with an opportunity to gain training and experience in entrepenurial skills.

As a bit of historical background. As early as 1980, The Learning Enrichment Foundation programs included adult skill training and multicultural theatre in schools and today, LEF is considered a leading CED – Community Economic Development organization, providing a complex web of inter-woven services that includes childcare, job search, training, job placement and work-related supports. Within this spectrum of activities, the program offers customized training in computer applications, industrial skills, childcare and language skills, among other areas of training required by employers.

The Learning Enrichment Foundation in Toronto, Ontario, also runs regular networking events designed to help the small business community learn, be inspired and improve their businesses. For more information/register contact David Cohen at The Learning Enrichment Foundation at 416-760-2566

If you are interested in a keynote or workshop on networking and sales follow up for your organization please contact Cheryl at ExecutiveSalesSupport.com or ask about Set The Stage For Follow Up a 2.5 hour hands on training

facilitated by Essential Message Founder Michel Neray, and hosted by UnleashPR publicist Jennifer Beale

If you are a Business Owner or Entrepreneur – this is for you! Not to be missed!

Everything Starts With A Conversation (including your next sale!)

Networking Event & Mini Workshop 1, June 30, 1:30-4 pm

$40 at the door, FREE online registration  Click here to register for this workshop
Toronto location — watch your inbox after you register!

In this workshop, you’ll discover how easy it is to engage people in conversations around the work you do – whether you’re sitting on the beach in Mexico or sitting across the boardroom table. You’ll learn the customer-centric foundation that the entire Essential Message approach is built on and you’ll get the tools you need to make all your communications — with clients and customers, colleagues, friends and even your family — more powerful than ever!

You’ll learn about Impact Statements, Persuasion Drivers and Provocative Questions… the foundation of the entire Essential Message approach!

Learn all about the The Essential Message Summer Workshop Safari below

This summer, you have an opportunity to do one of the most important things for your business — and your life!!

Come with me on a guided trek through the four stages of the Essential Message process to discover your core differentiation — what authentically sets you apart from everyone else in your field — and learn how to communicate it in a clear, compelling way.

I want to help you create a powerful and authentic marketing message, and I want to give you practical tools and tactics to help you attract more of the right clients, close more sales, and seriously grow your business. And even more importantly, I want to help you discover that part of you that is absolutely brilliant; that part of you that makes you so great at what you do; that part of you that is alive and aligned with your core purpose and greatest strengths.

I know I can help you find it…

The Safari consists of four individual workshops… and the first one is free with online registration! Choose one workshop, and explore one specific area of your differentiation — or, sign up for all four, and experience the entire terrain. Our workshops have helped our clients double, triple, even quadruple their marketing and sales results. More than higher sales, our coaching clients and event participants tell us it gives them the confidence, resilience and momentum that can only come from knowing who you are, what you really bring to the table and the true value you offer your customers and clients.

So what are you waiting for?   Take the first step now… register for the first introductory workshop, absolutely free with online registration!

80% of sales are won on the 5th to 12th contact – yet 48% of all business managers never follow up beyond the first contact.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
Implementing a step by step system makes sure every prospects you met goes into your sales funnel, is followed up and your sales opportunities are maximized …. makes cents.

If you are a women who wants to meet & network with other women and learn the basics of how to;

• raise business visibility
• drive traffic to your sales funnel
• maximize sales opportunities
• maximize your investment in trade shows, monthly association meeting & networking events
• move forward, take action and grow your business

Join Cheryl Scoffield, Follow Up Specialist and other women for Follow Up To Maximize Sales Opportunities – Women Who Excel, Business Tips Breakfast – Tuesday July 13, 2010 at Lezley’s Restaurant, 355 Plains Road East, Burlington, Ontario, L7T 4H8. $10 for members and $20 for one time guests plus the price of your breakfast.

If you are a Business Manager, Small or Medium Sized Business Owner, Sales Professional or Entrepreneur who finds this topic interesting but you were unable to attend this presentation, you can still take action and learn how to put follow up into practice to build and grow sales in your business …. 

Join Cheryl for Set The Stage For Follow Up – 2.5 hours of hands on training,  Monday night August 16, 2010. $89.

Get the details and hear what other participants have to say about Follow Up Training.

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

You attended the trade show- Now what? Do you have a plan in place and implemented, for staying in touch with the new prospects you met at the trade show?   You will, after you attend Set The Stage For Follow Up Training Session.

This sales follow up training is best for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs.

The next “SET THE STAGE FOR FOLLOW UP”  Training Sessions  will be Monday night June 21st, and Monday night August 16th. The training is 2.5 hours from 6 pm – 9 pm and takes place in Oakville, Ontario.

Register for “SET THE STAGE FOR FOLLOW UP”  Training or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00 in Oakville, Ontario.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

Cheryl is definitely the Follow Up Specialist! After taking her “Follow Up System” workshop and being introduced to the “10 Step Follow Up System,” I have a template to follow that will save time and increase my business.
Sue Lacher, Business Coach 

Cheryl is energentic and inspiring. In her “Set the Stage” training, Cheryl underscores the importance of following up with prospects and gives valuable input and ready-to-use strategies for overcoming that inherent reluctance to follow up past the first meeting. She also presents a very useful system for keeping track of your network.
Camilla Nielsen, Intellectual Property Consultant