Three Word Podcast

Episode 133, Words of advice into the New Year from Working Moms!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 133, Words of advice into the New Year from Working Moms!

 

It is hard to believe that this is the last week of the year. When I think about the year, I think about all the hardworking, Get it Done, Moms.

 

When I think about those working mothers, the three words that come to mind are "Doing It All." I have witnessed how the moms I work with show up every day ( even when tired) and give it they're all. They build deep, trusting relationships with their customers while balancing the needs of their children and family. They "Do It All!"

 

I thought it would be fun to hear from these Get It Done Leaders. We share a conversation on their favorite three words and the three words they would offer their kids. Plus, in the end, you hear Mom Thal's three favorite words and the three words of advice for her children!

 

Special thank you to Debbie Perkins, Julie Drummey, Emily Martin, Lynda Heidorn, Katie Richardson, and Mom Thal for taking the time to share their thoughts and wisdom on the Three Word Podcast!

 

I would love to hear your favorite three words and the three words you would offer your children. Comment or send to me in a private message.

 

To all those hardworking, Do it all, Mom's, Life is better because of you!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Lisa Thal is an Author, Speaker, Marketing, Sales, and Business Coach. Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired. She has over 34 years of marketing, sales, and leadership experience. Loves Golf and Dog Mom!

 

If I can help you with your Sales, Marketing, or Sales meetings, call me at 513-478-1757 or Lisathal12@gmail.com.

 

 

 

Episode 132, Father‘s advice for the Holiday and into 2022!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 132,  Father's advice for the Holiday and into 2022!

 

In this week's episode, I share my conversation with some of the hardest working Fathers I have the pleasure of working alongside. They share the Three Words they live their lives by and advice for their children.

 

The one theme all these Fathers have in common is Work-Life Balance! Spending time with their families and their kids is a priority.  

 

Special thanks to the Hardest Working Fathers at Hubbard Cincinnati!

 

Nick Collins: Do It Together and Three words of advice for his kids, Always Be Yourself!

Terry Moore- Preparation, Persistence, and Patience. His Three Words of advice for his kids and grandkids, Faith, Family, and Finance.

Ken Marmer- No Practice Life and Three Words of advice for his kids, Try Each Day.

Kelby Dreisbach- Speak The Truth and his Three Words of advice for his daughters, Believe In Yourself!

 

Think about the Three Words you live by or what Three Words of advice you have for your children!

 

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Engage your team during a sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 131, Learn the 3 Strategies to Increase Your Leads with LinkedIn!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired.

 

Episode 131, Learn the 3 Strategies to Increase Your Leads with LinkedIn!

 

New Year and New Leads! Jennifer shares the three strategies to increase your leads using LinkedIn!

 

Podcast Guest: Jennifer Darling

LinkedIn is exploding right now with opportunities for you to build significant influence. 

 

This podcast has strategic and tactical ideas on how to upgrade your LinkedIn profile to enhance your professional brand, create expert status among your target market, showcase your skills, and connect with prospects to grow your business. 

 

You’ll learn why LinkedIn is different (and better for your business) than other social media platforms and why having the right words in your profile. You’ll receive tips on how to measure your Social Selling Index to ensure you’re maximizing your social power and measuring your presence. You’ll also discover how to take advantage of LinkedIn’s publishing tool, which is phenomenal for increasing your searchability on Google, Yahoo, and Bing.

 

Other vital discussions are how to find more prospects using LinkedIn. You can do the three most important things today to become more successful using this platform.

 

 

Jennifer’s Bio:

Jennifer Darling is a revenue-generating machine! She brings over 25 years of experience in advertising sales and sales management. She runs her own business to show salespeople (and non-salespeople) how to market themselves to get more sales. 

 

She went from being the corporate sales manager at Comcast, NBC, and FOX to building her own successful business as a professional speaker, trainer, consultant, and coach. Jennifers LinkedIn success includes 10,000 views of her LinkedIn articles, including one article that generated over 6,000 views worldwide, 1,000s of views of her LinkedIn videos, and generated above 10,000 views of shared updates, all with the power of the free version of LinkedIn. She’s generated leads that resulted in $10k, $100k, and 1 million dollar proposals for herself and her clients.

 

She was named one of SweetFish Media’s Top 50 Female Sales Speakers and Voted 2020 Best In Show by the Professional Convention Management Association, Convening Leaders. Jennifer is a professional member of the National Speakers Association.

 

Contact Info:

Jennifer Darling

916-204-3923

jennifer@jenniferdarlingspeaks.com

www.linkedin.com/in/jenniferdarlingspeaks.com

 

 

If you think someone could benefit from this episode, share it, do me a favor, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how you can Simplify Your sales meetings using 3-word topics at http:/www.threewordmeetings.com .

 

Episode 130, Life is About to Change!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 130, is about how you respond to change!

 

Change; you either love it or hate it. We all have experienced Change. Significantly, the past few years of Covid have created Change.  

 

Time changes in Spring and Fall. I prefer the extra hour of sunlight, and we are about to start a New Year in a few weeks!

 

Our life circumstances Change—new relationships, marriage, divorce, kids, fur kids, and grandkids. 

 

How about changes at work:

Change in decision-makers.

In compensation programs.

Change in products offered and no longer offered.

New hires for your company or reduction in workforce.

Change in your career.

The ability to work remotely.

New leadership.

 

Change is all around us.

 

I want to share a story about a change for one of my team members.

 

I was in a coaching session where we focused on his key accounts and the strategy behind renewing them. And then we got to one account that was in jeopardy of not continuing into the new year. 

 

Let me give you a little background on this account.

 

He started calling on this account over seven years ago. He was helping them with their - Sales and Marketing plan to advertise that they were accepting new patients. This particular account specialized in working with kids. Over the past seven years, he strategically helped them build their new customer acquisitions, client referral program and also helped them expand into multi-locations. Their business was thriving, so I was surprised by the possibility of them not renewing. He had developed a deep friendship in addition to helping them with their marketing.

 

I asked what had changed?

He shared that another company was interested in buying her practice because it was doing well. Well, that was something I did not expect to hear. But, it was exciting news for the owner who built this unique company that was helping so many kids.

 

I went on to say, Well, good for them! Can you say Financial Freedom! 

 

What an opportunity she had created for her and her family. And then I went on to say; I know this is tough for you. This situation could impact your income, and you have invested seven years in helping shape this opportunity for her.  

 

I then shared these three words: Life's About Change!

Followed by how you respond to Change is everything!

 

 Let's face it; there are things out of control, like clients selling their company. We are in sales, and clients cancel or go to other vendors. The only thing we can count on is Change.

 

One of his largest accounts went away. Yes, it isn't very reassuring. But if we stay focused on that one account, that one situation, then we cannot focus on all the positive things happening with your business. Focusing on what went wrong shifts your focus on the worst things in your life versus the best. The solid relationships you have with your other 30 accounts, the impact you are making on these companies, and the problems you are solving for them.

 

Have you found yourself doing this? Our brain goes straight to tragedy.

What other accounts are going to leave me?

How will I ever replace them?

Worst, How much income did I lose?

 

See, we again focused on what went wrong or could go wrong. Our brains highjacked us into what we lost, and it will challenge you to be successful if you focus on what went wrong vs. what can go right.

 

In this example, what went right was that he was a part of this success. I am confident the owner will share the differences he made in her company. There is an opportunity to continue working with them under the new leadership team. Or perhaps he can use this success to help create vertical sales in other markets by sharing his successful blueprint.

 

We are here to fight another day, especially those challenging days. Real growth shapes us through those uncertain times. 

 

Change, how does it make you feel?  

 

Does it bring about fear, trepidation, angst, uneasiness? 

Or does it bring forth excitement, anticipation, readiness, willingness?

 

What about " Keep up with Change," staying relevant, redefining, reimagining, radical transformation, adaptation, alterations, shifting landscapes, emerging issues, external forces, internal pressures, evolution, revolution, and the list goes on.

 

So how do we get better with Change? Lean into Change, embrace it.

 

Become more "adaptive" and decide to view all changes, whether welcomed or unwelcomed, as an expected part of life.  

 

I believe it means that our mindset is how we can improve our chances to remain resilient and relevant in the face of significant and constant Change. We have the power to choose how we will respond to situations when they arise and whether we will see them as unfortunate occurrences or opportunities for growth.

 

I will choose to see an opportunity for growth. I hope that you are willing to do the same.

 

If you think someone could benefit from this episode, share it, do me a favor, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how you can Simplify Your sales meetings using 3-word topics at http:/www.threewordmeetings.com .

 

 

Episode 129, What to do when you hit a brick wall with a client!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 129, What to do when you hit a brick wall with a client!

 

This week is about taking action when you face a situation that seems impossible. 

 

Let me ask you a question? Have you ever felt like you hit a brick wall with a prospect or client?

 

Or worse, What about when the brick wall gets knocked down, and you have to rebuild it! The brick in my example represents your business!   

 

The new year is coming and, at times, can feel overwhelming and impossible. Right? Many of you are thinking, how will I bill more than I did this year? Others are thinking about clients going away and not renewing for many reasons. It takes so much emotional energy when you start a new year. A lot is up in the air. 

 

Will my client continue?  

Will they renew with a lift in spending?  

How many clients will go away, and will I need to replace them with a new business?   

 

I want to share a simple strategy you can apply that I learned from Will.

 

I listened to Will Smith's new book – "Will" - The Fresh Prince of Bel-Air. I had many takeaways and lessons to help my life and business.

 

One lesson that I thought I would share with you today.

 

Will shares that One of those life lessons that impacted him is a story he tells from his childhood growing up in West Philadelphia about building a brick wall. Yes, an actual brick wall. He was 11 years old, and his father needed a new wall constructed in front of his shop: a 12-foot-high, 20-foot long wall to replace an old one that was crumbling. His father—assigned the job to Will and his brother, Harry. First, His Father demolished the old wall, leaving this giant gaping hole. Then, it was up to Will and his brother Harry to build a new one, brick-by-brick.

 

Will describes that task. He says it seemed overwhelming and endless. And their father didn't care if it was rainy or cold or if his sons didn't feel like working that day. They worked to rebuild that wall week after week, yet they didn't feel they were ever making any progress. Don't you feel like that at times? They worked on holidays, during their vacations, and on weekends for over a year.

 

They mixed concrete and toted what seemed to them like millions of bricks, back and forth. If they were in bad moods, or sick, or had tests to take the next day—Father didn't care. The wall had to be built. On a day they were in a terrible mood, as Will describes it, they protested to their father that the job was impossible. It was impossible that these two little boys were asked to build this wall and it would never get done.

 

Tired of hearing his son complain, Will's father threw down his tools, walked over to the wall-to-be, and said: "Stop thinking about the wall! There is no wall. There are only bricks. And your job is to lay this brick perfectly. Then move on to the next brick. Then lay that brick perfectly. Then the next one. Don't worry about the wall. Your only concern is one brick."

 

Will described, "When he focused on the wall, the job felt impossible. Never-ending. But when he focused on one brick, everything got easier. As the weeks passed, the bricks mounted, and the hole got just a little bit smaller. I started to see that the difference between a task that felt impossible and a doable task is merely a matter of perspective. 

 

Are you paying attention to the wall?

Or are you paying attention to the brick?"

 

So when life feels overwhelming, when a task at hand is daunting, when you look ahead and think, Oh no! It's too much! I can't do it! Think about things brick by brick. I love that lesson! 

 

One brick at a time. One step at a time. Will shares: "Every single day, no matter where you are going or what you're going through, there is always another brick sitting right there in front of you, waiting to get laid. The only question: Are you going to get up and lay it?"

 

So this week, Take things brick by brick. 

 

Whether you're prospecting for a new client or calling clients to start the conversation on how you can help solve their biggest problem, begin laying the foundation to building your brick wall, your business. And before you know it, what felt like a wall you felt was impossible to build, that you thought would be impossible to endure, that achievement you thought was out of your reach—you'll suddenly find that you have created a solid foundation and wall – for your business. You made it through—one brick at a time.

 

Do me a favor and rate this episode if you like it or If you think someone could benefit from this share it.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 128, A gift your client will not return!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 128 is in honor of Thanksgiving, and I will share six tips to show your clients how thankful you are for them.

 

Thanksgiving is my favorite holiday! Time off to spend with family, friends, and of course football. I love the meaning behind the word Thanksgiving. It contains two words: Thanks and Giving!  

 

So what are you thankful for this year?

 

I am thankful for you! I am grateful for my health, Olivia, family, friends. 3 fur pups, work-family, and clients.  

 

Are you looking for a way to say Thank you to your clients?

 

Here are six ideas focused on Thanking and Giving!

 

Send a Handwritten Thank you, Note.

Make an impression and show your customers how much you care with a personalized, handwritten note?

When writing your thank you note, try to be focused and specific.

Rather than just saying, "Thanks for your business," it would be more effective to say something like, "Thank you for being our partner." Working with such a committed company has taught me the importance of staying accountable and communicating proactively throughout the process."

Find a specific way to recognize how this customer has influenced you or include details of your relationships, and your message will be more meaningful. It will remind them why they chose to work with you. 

 

Another option is to send a short video or voicemail through messenger. Let them know you are thinking of them this holiday season and how grateful you are to work with them.

 

Make a Donation or volunteer and Give your time.

Each one of our clients is passionate about something outside of work. It can be centered around helping kids, pets, or other causes that are important to them. Most companies have a charity they are supporting, and to make a donation or volunteer for an event they help shows them, they mean more to you.

 

Give them an audio or hardcover book.

Consider the books that have been most influential to you. Are there any that have guided the direction, values, and vision of your business? Send your customer a copy!

This gesture offers customers insight that shows you are always looking for better ways to support your clients and opens the lines of communication for future discussion.

When you give your customer or client a book, make sure to write a personalized note explaining the value it can add to their personal and professional lives. I could recommend an excellent book that would help them Inspire and Engage their teams - Three Word Meetings! This touch also lets the customer know this is a thank you meant just for them.  

 

Remember and Give to Your out-of-town clients.

If you're like many companies in today's business world, your customers are spread out all over the country. Because of this, opportunities for getting together are usually few and far between, but don't let that stop you from cultivating your long-distance business relationships.

Send them a gift card to their favorite coffee or lunch spot with a personal note saying something like: "Just wanted to say thanks for being a trusted business partner and have lunch (or a coffee) on me!"

You can also send a voicemail or video to them through messenger to their phone.

 

Refer Customers.

While all of the above ways of saying thank you are thoughtful, there may be no better way to thank your customers than by sending more business their way. Look for opportunities to refer your customers to each other. You know their business, goals, and challenges, so you have greater insight into how your clients could benefit from each other.

 

Give them some Social Love.

Yes, always take the opportunity to meet for breakfast, lunch, or happy hour. But one of the best ways you can help your client is to support them Socially.

Follow them on all their social channels, like Linkedin, Facebook, Instagram, and You tube channel. Another great thing you can do to show your client your gratitude is to write a google review and recommendation. 

 

I encourage you to review the list of clients you want to thank and put a strategy and timeline to connect to them.  

 

I am grateful to you! I wish you and your family a wonderful holiday.

 

If you have time, I would be grateful if you rated this episode, shared it with someone you think could benefit, or subscribe for Free, where you listen to your favorite podcasts, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

Episode 127, The Proven System to creating new customers!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 127, The Proven System to finding new customers!

 

Last weekend we all turned our clocks back an hour, and many of you are listening, maybe excited about gaining another hour of sleep. ( Sign me up) Others may be saying I am not a fan of the clocks turning back because we lose an hour of sunlight at the end of the day. 

 

Well, we may not be in control of Daylight Savings Time, but we are in control of not letting our business fall back. 

 

There is a mindset to how you approach your day and your customers. It is taking control of your day and not letting others distract you from progressing. It's your approach to how you run your business. We have to pay attention to our daily activities that allow our business to move forward, grow and not fall back because we can't afford to be in that space of compliance.

 

One sure way to assure your business doesn't retract to make sure you are focused on your pipeline of clients. Each one of us will face some level of attrition. The typical percentage thrown around for years has been 20%. The percentage will vary, but it's coming. So what do you do to protect your income and success? Every day, you have to spend time looking for clients with a problem you can solve, have the resources to implement your strategy, and meet with a decision-maker who can say yes!

 

How do you build the pipeline of new customers? It becomes a part of your solution selling DNA. A University College London study reported, "It takes 66 days on average for a person to get accustomed to a new habit." It is the routines you create that keep your business from falling back.

 

Let me ask you a question.  

Is keeping your sales pipeline full become more challenging?

 

I am meeting my budget and having a great year. 

 

Maybe you are focused on closing your current business? But if you don't have any prospects, you can't close any deals.

 

Or are you so busy you can't find the time to prospect?

 

I have been selling and managing for over 35 years, and one thing I can be sure of is that your current client someday will go away! Your one phone call away from someone canceling. Yes, that cancellation has nothing to do with you and your product or services. But it does impact you and your income. So how do you take control back?

 

So I was thinking about what you can do today to assure you have a strong sales pipeline.

 

What is a sales pipeline?

It's a list of new prospects, customers, opportunities that have determined that you can confidently help solve a problem! The secret is that they just have not met you yet. But you will if you take action to meet them.

 

Why Should your Sales Pipeline Always Be Full

Because you want to control your business, having plenty of sales opportunities prevents you from relying on your current customers or the price-sensitive clients, or the clients that consume your time spend very little. A focused sales pipeline allows you to confidently set the price your product deserves, knowing that there are plenty of other opportunities you can fall back on. 

 

Always be prospecting

Spend time every day to look for new leads on LinkedIn, look for buying triggers in the news, and reach out to new prospects. Your prospecting efforts need to be consistent. Please don't fall into the trap that I am busy with my current client's needs. Or my day is slammed, and I will prospect tomorrow. You see, if you let yourself take a day off one time before you know it, you won't have new leads in your pipeline anymore.

 

Hold yourself  accountable to prospect daily—whatever it takes to make it a habit. Try blocking some time on your calendar, set your phone to remind you that it is time to control your destiny! Ask your manager to hold you accountable or challenge another salesperson to join you in building their pipeline.

 

Be More Social.

Social selling is necessary to survive and thrive in today's modern, digital sales environment. The sooner you embrace this, the faster you will meet quotas, grow your pipeline, gain introductions to decision-makers, maximize profitability.

 

Ask for referrals.

Your current customers are the best source of your next customers. They believe in your product or service, and more importantly, they believe in you. Linkedin is a platform full of introductions to you. You have to identify whom you want to meet. Spend time reviewing your top spending clients on Linkedin to see whom they know too that you see an opportunity. You then ask for an introduction or the ability to use their name when calling or emailing for a meeting.

 

Go Vertical! 

You have account categories that are having tremendous success with you. Build off that success? You own that Vertical. You invest more time becoming an expert in that category. Interview your current client and ask them for the top three challenges they are facing today. You may discover a new challenge that you can help them solve. Use those challenges as opportunities to create a dialogue with new prospects. You will build momentum and have the ability to learn something new from each call. Set up google alerts on that category, so you stay on top of all trends and news on that category.

 

You have to be intentional when building your pipeline of clients. Creating and maintaining your sales pipeline takes focused time and energy. It has to happen when your sales or soaring, not just when your sales are sliding.

 

Pipeline prospecting has to become a way of life for you.  

It is the one thing you do have control over!

 

If you think someone could benefit from this episode, share it, do me a favor, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

Episode 126, Learn how Winning Changes Everything!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 126, Learn how Winning Changes Everything!

 

As most of you know, I am a huge NFL fan, and my team is The Cincinnati Bengals - Who Dey!!! Well, the Who- Dey the past seven years have not given their fans a reason to cheer. In 2019 we finished 2-14. Two wins and in 2018 six wins.

 

Well, it's a new year, and The Bengals are off to a great start with a winning record. Who is responsible for this shift? Joe Burrow, our QB, and the other great players are surrounding him. But, one person, Joe Burrow, re-engaged Who Dey nation by showing his leadership, confidence, and winning. Yes, Winning Changes Everything! How we show up, our mindset, our focus, and our belief in doing. Now watching the Bengals, you have a sense they are never out of the Game. They are focused on Winning! And they are Winning with one play at a time.

 

So you may be thinking, Lisa, what do the Bengals winning have to do with me and my business. A lot! Let me ask you a question. 

Do you feel like you are winning?  

What does winning look like for you?

How is your performance this year? 

Are you exceeding your goals? 

Are you making progress?

 

November is the month you have a clear picture of winning. It's a time where you focus on renewals and new business for the following year. You discover whether you will make your goals or fall short?  

 

I was in a coaching session with a sales executive. We were reviewing his year and renewals for next year. I asked him how he felt about his year and the direction of his business. He was a bit disappointed in his performance for the year. He had some uncertainty on several significant accounts renewing their contracts. It was at that moment; I realized I needed to get him back in the Game. 

 

If you are a manager or coach of a team, it is critical to pay attention to your team and notice if one of your players or sellers is going down a path you need to shift. 

 

I had an honest conversation with him. I shared with him that I thought he was at a point of decision. That he perhaps was considering changing careers after 15 years because of his lack of certainty. He agreed, and then I said, you know what I know about you? I know you're driven to be the best! Your key strengths are that you are competitive, relationships with your clients are important to you, and you're a problem solver, and you don't like to lose- you prefer to win!  

 

I said, I understand where you are today, and thanks for being honest with yourself and me. Together we need to create some wins and get you back in the Game! Winning does Change Everything!

 

So we began, designing what that victory path looked like for him. We started with what he could control. He started by scheduling time with his current clients, who have confidence in him, and have the best relationships. He needed to ensure nothing has changed with their business and he the opportunity to discover new challenges they may be facing.

 

His new business plan focuses on verticals he has experience working with and can help them win. He created the list of new prospects, timelines of connecting with them in a very thoughtful strategy. He started setting new meetings, building momentum, and closing business.  

 

See, sometimes it is the little wins like changing your mindset to Impossible vs. Possible. It's taking action, building confidence with those you work with, and discovering how to help other companies succeed by solving their biggest problem—celebrating your daily wins to build momentum for you the next day.   

 

Our days in sales consist of daily cold calls, emails, presentations, problem-solving, and client meetings. The winning routines we establish, the foundation of a successful work ethic and winning mindset. It's what salespeople do beyond selling that makes a difference.

 

Winning does change Everything! So what can you do today to start winning? To perhaps inspire others around you and impact those you Lead! My recommendation is to commit yourself!

Winning begins with YOU!

 

If you think someone could benefit from the Winning Changes Everything episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 125, Impact your sales and revenue by Seeing The People!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 125, The fastest way to grow your revenue is solving your client's problems. You start with seeing your clients!

 

I wanted to share the impact of seeing a client face to face. I had lunch with one of my account executives and several clients. They call that client-Facing! Yeah, not the old Zoom or Teams calls. I was sitting across from our clients and discussing them personally and their business. You have a tremendous opportunity to solidify your next year if you prioritize this over the next 30 days! 

 

See, many of our clients are working remotely or in some form of Hybrid role and working from home. But we all crave some human connection. Not to mention it may be more fun to get out of the house and have lunch with another human being versus eating at your kitchen counter or your desk! 

 

So let me ask you a question? How many face-to-face calls did you have last week? Last month with current or new clients? It is important to know that number, and I would like you not to count Zoom or Teams calls unless they were out of the market.

 

A new study by global staffing firm Robert Half shows video calls may be wearing on workers. More than (76%) of professionals surveyed say they participate in virtual meetings. Those respondents report spending nearly one-third of their workday (30%) on camera with business contacts or colleagues. Meanwhile, 38% say they've experienced video call fatigue since the start of the pandemic; 26% note that the practicality and novelty of videoconferencing have worn off over the past eight months; and 24% confirm they find virtual meetings inefficient and exhausting and prefer to communicate via other channels, like email or phone. Or in person!

 

Click below to see the entire report:

https://hrexecutive.com/hres-number-of-the-day-video-meeting-fatigue/

 

One of the most valuable ways you and your sales team can spend their time is in front of your clients. Nothing helps you build strong relationships and ensure customer success and renewals like face time. I have found you gain more information when meeting in person, whether for coffee, lunch, or happy hour. A more meaningful conversation happens versus video calls or emails. 

 

Every meeting has a purpose!

Now, you may schedule most customer meetings for a specific purpose, such as product training, discussing services, or a quarterly or year-end business review. But, each session is also an opportunity to build trust, deepen your relationship and identify ways to grow your customer base.

 

We want to be the person they call when they are facing challenges. We want to be the problem-solver!

 

How do you figure out customers' problems?

Many times, you know what they are. One advantage is finding out the problems your client is experiencing way before they experience it. How do you do it? You use AI and keyword research to help guide you. Those of us in Marketing do this every day. You have to understand the buyers' intent to provide a road map to reach those consumers. 

 

Use online research and tools.

I want to share a tool called http://Answer the Public. 

 

AnswerThePublic listens to autocomplete data from search engines like Google, then quickly produces useful phrases and questions people ask around your keyword. The categories consist of the 5 W's, 'how', 'can', 'are', 'which' and 'will'. 

It's a goldmine of consumer insight you can use to create a more meaningful conversation and connect your product and service to your customer.

 

For example, I put in Marketing, and I Clicked on Why is Marketing important?

 

Five reasons why marketing is so important

• Marketing informs. A wAy at attracting consumers in a crowded marketplace, your target audience needs to know why they should choose your business over someone else's.
• Marketing engages. 
• Marketing builds reputations.
• Marketing sells. 
• Marketing grows businesses.

 

You and your sales team can create so many ideas to help you discover so many reasons why clients should meet with you! Find a way to start the conversation, make the competition irrelevant, and provide solutions to your client's challenges.

 

Interview your customers

Getting on the phone and interviewing your clients is invaluable. What a great way to encourage them to help them tell you not only what their challenges are but, more importantly, what problem you are solving for them. You want to ask them, "What good service looks like to them, or tell me a story about a time when we provided good service." That's when you'll start hearing things like, "You are a great listener and provide solutions to my business challenges." 

 

Be a Problem Solver.

Today and every day is an excellent time of year to meet with your current clients and ask when looking at next month, three months, or next year have things changed? You want to ensure you are aware of any issues or challenges they may be experiencing. Like they have a new product launch, they hired a new analytic CEO who needs to see the data on what we are currently doing. The benefit of being a problem-solver is that every innovation creates another opportunity to solve another problem every time a problem gets solved. 

 

So how do we start to See The People? One person at a time. I am asking you to join me on the 30 for 30 challenge. Schedule 30 in-person meetings over the thirty days. Discussions with your key accounts and face-to-face meetings with new accounts. You have the tools you need to earn that conversation. The approach will be refreshing to your customers. And I will leave you with these three words: See The People!

 

If you think someone could benefit from the See The People episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 124, Questions to ask that will get your prospects talking to you!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 124, The best questions to ask that will get your prospects talking with you!

 

I just attended my Niece Gabrielle and Ryan's wedding! What an exciting weekend away, sharing in their special celebration of Love for each other! 

Although they are only 30, their journey together started 13 years earlier. Just like many of you listening that are in a relationship, you experience so many phrases. The first time you meet, the second date, time passes, and for some, you live together, and you decide to get married for others. A significant moment in your relationship centers around how you got engaged. How did they Pop The Question - "Will you Marry Me?"

 

It is this moment that leads you down the aisle months later. You proclaim your Love in front of family, friends, and those you want to share this special day, just as we did with Gabe and Ryan. As I was watching Gabe walk down the aisle, it brought tears of joy to my eyes. I was so incredibly happy for her. As the ceremony progressed, it was time for the exchange of the rings. This is the big moment we all came to see. The exchange of the rings, the intention, and vows they promise each other before their marriage is made official. 

 

It came to me as I was sitting in this beautiful church, thinking about the journey between them, all the experiences, and, more importantly, the questions they asked each other along the way to get to this commitment.

 

It reminded me of the conversation in episode 123 with Wade Kingsley on being more curious with your clients to help them solve their biggest challenges. Wade shared that when you become more curious, it shows the other person you care about and invest in their best interest.  

 

See, we, too, are setting intentions when we meet a new prospect. We intend to help them solve their biggest business challenges. And how do we do it? By asking questions that show we care. Many of us start with questions like we would ask when meeting someone we were interested in dating for the first time. So, where did you grow up? If you live in Ohio or Kentucky, you will likely ask where you went to High School or College. Most clients expect the typical questions: Tell me about your business? We can google some of those details before engaging in a discussion.  

 

Showing you care about them and their needs, whether a romantic or business relationship, includes asking more profound and open-ended questions.

 

In a relationship, you may go further asking:

What do you want out of a relationship? How do you feel about kids? How many do you envision? What makes you feel inspired? Share a time in your life that brought you such joy and happiness? Share a time that you struggled? Share more. We all have been there, wanting to go deeper in learning more about that other person. I would call it sharing is caring!

 

The same should apply to those you want to do business with or the relationships with your current customers. They deserve to feel the same level of care. Sales is a game of open-ended questions. Unless you ask the right questions, you won't uncover the right needs or understand the correct problems to solve. Not having that information could cost you the deal from the very beginning. We need to ask Open -End questions. A tremendous open-ended question will ensure your prospect answers with enough detail that you can create a follow-up that'll get you closer to solving your client's most significant challenges.

 

I decided to research the best 20 Open-Ended Sales questions to ask that will get your prospects talking to you. Tony Alessandra @TonyAlessandra from Hubspot wrote a great article.

 

Here are a few open-ended questions to get you started.

 

1. May I ask you some questions about your business?
2. You specialize in X. Why did you choose that niche?
3. What are your goals for the following [3, 6, or 12] months?
4. What does your boss hope to accomplish in the next year?
5. How does your company evaluate new products or services before buying?
6. What's holding your team back from reaching your goals?
7. Who are you doing business with now? Why did you choose that vendor?
8. What is the business problem you're trying to solve?
9. What are the priorities for your business/team this quarter?
10. Where do you see the most significant growth opportunities?
11. When is a reasonable date to follow up?

 

https://blog.hubspot.com/sales/10-tips-ask-sales-questions-si

 

So start Popping the Questions to your clients. The answers to the thought-provoking questions you will ask your new prospect or current customers will  show you care and have them saying, " I will do business with you."

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .