Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Why Your Follow Up Lost You the Sale

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going-extremely-busy-until-flirting-ecard-someecardsI got an email yesterday from a media company who has a “GREAT” opportunity for one of my clients. Yesterday I was out in meetings all day. I saw the email, and decided I’d forward it to the client today. No problem, I’m in no rush, not my money, and in the quick skim of the email I didn’t recall seeing a “I need an answer tomorrow” kind of push.

This morning I have ANOTHER email from the sales rep. “Just checking in, we’d love a decision soon.”

Me: “I was out all day yesterday so didn’t have time to deal with this. will get it over to the client today.”

3 Minutes Later: “Wonderful!  Let me know if there is interest as soon as possible. Happy to help with questions.”

DUDE, chill out. You are clearly desperate for this sale. Which is NOT my problem. Your desperation reeks, and now when I email the client about this “amazing opportunity” I’ll make sure to tell them how desperate you are and how much you pester clients.

Chill out, give me 36 hours to respond. I do my best to respond within one business day. If I need to send something to a client for their review, I’ll let you know when I’ve done that and what the next steps are. But good grief your desperation is losing you business! I know I’ve written a similar blog post to this before. Evidently it needs repeating.

If you’re in sales, calm down and give your customers time to respond. Sure voicemail response is low, and sometimes you have a deadline to meet for your sales. Fun fact: I don’t have your deadline, and it’s YOUR problem, not mine. Plan your sales strategy out to give clients time to make decisions, especially with big ticket items. She’s not asking for $35, she’s asking for $3500, and for a small business, that may not be in the budget.

Calm Down, you’re losing yourself business.

August Pop Culture Roundup!

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imgresIt’s that time of the month again to talk about all things Pop Culture that are making me happy this summer.

TV

Orange is the New Black– are you kidding me? This is the greatest TV show I didn’t know I’d love! The Lost style flashbacks are great, and a more honest than expected life in prison is pretty interesting. I have 2 episodes left, and I will be so sad to have to wait for more!

The Newsroom– I made it through Season 1 of the over the top preachy-ness from Sorkin, and was praying he’d learn from his mistakes in S2. The Season premier was a disappointment, but it’s getting better, and I’m buying every kid on my Christmas list Lyle, Lyle, Crocodile this year.

Under the Dome– I need to stop watching this show, but it’s summer and there’s not much else on. Some of the story lines are ridiculous, but the two kids who seem to hold a key to the dome keep me coming back for more.

Movies

I haven’t seen a ton of movies lately, or really often, but I have kept Pitch Perfect on the DVR and seem to be watching it about once a week. Sorry if you catch me singing Party in the USA.

A couple weeks ago my brother came to visit and we had a date to go see The Way Way Back. It was AWESOME. stop what you’re doing and go see it. So funny and sweet and watching Steve Carrell & Amanda Peet being awful was an interesting change. Sam Rockwell makes every movie better I’ve decided.

Reading

I’m still reading Someone to Run With and hoping to finish it by the end of the month. I got a Kindle for my birthday and have a long list of books to read. I’m so grateful for the KCLS ebook library! It will save me TONS of money. 

I also got The 5th Wave for my birthday from my dad. He wouldn’t stop talking about it, and I’m excited to read it!

Oh! And I got Y The Last Man (also from my dad) for my birthday. Such a great concept for a graphic novel, and I’m definitley intrigued to keep reading this series!

Listening

Not much new here- the Justin Timberlake & Jay-Z concert was AWESOME! There’s a new Civil Wars album out I need to pick up and start listening to on repeat, and I’m excited for The Lumineers concert in September!

So what are you reading, watching, and listening to this summer?

Ask Yellow Dog: Learning to Grow Your Biz

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imagesI got a note from an old friend the other day asking:

“Ok, so I have a entrepreneurial idea, want to read and learn more about growing biz. What’s your fav resources?”

Great question! And one that I responded with “I’m not much of a reader-more of a listener. For me the answer is events, pick people you know/like/trust & ask how they did it.” (note, we were sending DM’s through twitter)

So to expand in more than 140 characters…

I know a lot of folks like to read, and I know a lot of folks (myself included) like to write and share their knowledge and wisdom and tell you what to do. But can we all be honest? Not everything works for everyone. No one has the “five things that will change your business” or “3 steps to make a million dollars this year.” I have heard more speakers than I care to remember throughout the years. And most of them had some book or program I could spend a lot of money on. And I haven’t. Why? Because half their stuff is crap, and the other nuggets of information I either wasn’t ready to act on, or were simple enough I could execute myself.

If you want to learn about growing your business, talk to people who have. Ask your friends, reach out to successful folks and ask to talk on the phone for 15 minutes. Be respectful of their time, but ask questions! I have a great network of friends and colleagues that I can ask one off questions of and get a quick and thoughtful response.

And in that Q&A time at a speaking engagement? ASK QUESTIONS. If there’s a free follow up, or they give you their email, USE IT. Sign up for their newsletter. Don’t harass them,  ask them. Don’t sell them your product or service,  ask their advice. Build a relationship, don’t have a transaction.

Two of my favorite newsletters/blogs are local friends and colleagues of mine: Clise Etiquette & Heinz Marketing. Great content, great ideas for growing your business, and great recommendation on how not to screw it up in the process.