Kelly McCormick's Business Tips

How to Say “No” to Clients

• Aug 31st, 2011
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We teach people how to treat us. Well, that’s what Dr. Phil says and I tend to agree with him on this point.

Many entrepreneurs and business owners have a tough time setting boundaries with their clients. It’s understandable. When you care about what you do it makes sense that you’d want to give your best.

However, this can become a problem when giving your best means that there is little time, energy, or money left for you!

Identifying Your REAL Benefits

• Aug 24th, 2011
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(Excerpt from OutSell Yourself: Go From Hello to Sold by Kelly McCormick)

Customers may be attracted to the features of what you offer, but it’s the benefits of your products and services that really win them over. If you mistakenly focus on the bells and whistles, you could lose out.

Before we go any further, we need to make sure that we are speaking the same sales language. Sellers often confuse features with benefits. If we don’t clear this up, the rest of what’s here for you might not make sense…

Are Your Clothes Selling YOU or Killing Sales?

• Aug 19th, 2011
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“Casual Fridays have morphed into ‘Happy Hour’ Fridays, which can send the message, I’d rather be anywhere but here”, says Kelly Machbitz. Kelly is a Certified Image Consultant and author of, Wear This, Not That! Stylish Solutions to Flatter Your Figure. Wow, she got my attention!

As a business expert, who coaches and speaks to entrepreneurs, business owners, and companies, I know that your personal image is as important as your brand. For many people their personal image is their brand. Take a look at some of those scary avatar photos on Social Networking sites!

As fast as my fingers could punch in the numbers, I called Kelly Machbitz. I wanted to find out some of the worst mistakes people make when dressing to do business. I also needed to know what entrepreneurs, consultants, and business people should be wearing to “seal the deal”, so to speak. Here’s what I discovered…

7 Reason Clients Come Back for More

• Aug 16th, 2011
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Repeat business is money in the bank for entrepreneurs, consultants and businesses. The phone rings and you’re ready to go. Get the order book!

As easy as it all sounds, and it can be, there are too many people caught in the cycle of working for one client and then moving on to the next. More accurately, too many clients move on because they didn’t feel that warm fuzzy “loyalty” feeling. Here are seven important reasons why clients and customers come back for more…

10 Reasons Why Buyers Go Missing and How to Follow-up

• Jul 6th, 2011
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If a company or individual didn’t buy immediately, missed a scheduled follow-up, or didn’t respond to your messages, it could be for many reasons. (FYI, the following excerpt is from my book, OutSell Yourself: Go From Hello to Sold with Ethical Business and Sales Techniques.)

Here are 10 reasons why buyers go missing and the actions you can take to reconnect.

1. They died. Unless you’re in the funeral business, this probably isn’t good news. Check in later to find out who is now looking after things.

2. Someone else died. Send a card.

3. They had a deadline of their own. Call and say, “I understand. Given the current situation, when would you like me to contact you?”

Technobabble and Women

• May 25th, 2010
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The Situation

Just when life couldn’t get any busier, Kelly’s laptop quit working. So she was off to the computer store to buy a new machine.

She barely got out the words, ‘I’m looking for a laptop’ when the eager sales associate began spewing out THOUSANDS of technical specifications for every laptop in the store!

Kelly’s head hurt. She staggered to her car, mumbling, ‘Thanks for ALL the information – ‘

Make-the-Sale Anxiety: Recognize the 5 Symptoms and Build Your Immunity

• May 20th, 2010
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The sales doctor is in! Professionals have been contacting me in record numbers with anxiety over the need to make a sale. The new economy has shaken up more than revenues.

It’s a different world today. Buyers want evidence – and lots of it – to justify why a purchase will be a wise investment. The knee-jerk reaction from sales representatives is to oversell. Too many of them are slipping into some nasty habits, which creates discomfort for everyone. Make-the-Sale Anxiety is quickly turning into an epidemic. Read the warning signs [ – ]

Motivate Your Sales Force to Sell to Women in Four Easy Steps

• May 20th, 2010
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What! Not all of your sales force wants to sell to the emerging female decision-making demographic? Have you tried to motivate them with mind-blowing statistics? You could mention that women make and/or influence approximately 80 percent of all buying decisions.

Still no one’s budging? Okay, how about this: Globally women spend an estimated $19 trillion each year. Still nothing? This calls for a plan. It’s time to use four easy steps to motivate staff to sell to women. [ – ]

Never Be Oversold Again

• May 20th, 2010
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‘How did I spend double what I had budgeted?’ Is that scenario familiar? Today, more than ever, many women find themselves up against sellers determined to squeeze every penny out of their wallets. The reason is very simple. Worldwide, women now make up the largest buying group in existence.

Female Buyers, Beware: Many companies are working overtime to [ – ]

Recession Selling: Four Things to Know About Selling to Men

• May 20th, 2010
• 2 Comments

Several men have surprised me in the past few weeks, and it wasn’t with flowers and chocolates.

Actually, it was what they said that made me gasp for air. They were discussing their new ‘cautious’ approach to buying goods and services.

These encounters led me to recognize a few key things about the buying behavior of men in our current economy: