Here is the article that sparked this current debate:
http://www.chicagobusiness.com/article/20110212/ISSUE02/302129998/the-price-is-right-or-is-it#axzz1E9nDCJMt

I agree with Susan’s comment in the article that people will spend money if they see the value in what you’re offering.

Value is measured in three dimensions:
- Price vs. monetary resources (affordability)
- Risk vs. rewards (investment potential)
- Want vs. sacrifice (emotional gratification)

During the sales process, each buyer makes their decision by assessing and weighing these three dimensions based on their own internal motivations and circumstances.

As a seller, it’s important to help your buyer get in touch with and weigh these factors, advise them on your product or service, and help them reach the best decision for them.

The best way to do that is to really understand:

1.) Your target client’s pains, problems and challenges

2.) How your product or service can answer these

3.) The process by which you help guide the prospect to his or her buying decision – carefully planned questions that help them make those connections mentioned above.

By scripting out and practicing this sales conversation, you will get better at it and also help more people come to their best decision by understanding what’s at stake if they act or if they don’t, how well your product or service fits for them, and how the decision should be made along the three value dimensions.

I don’t know about you, but my schedule is BUSY… jam-packed, full to the brim. There are networking events, association and chamber meetings, family gatherings, friends’ parties, Facebook events, Evites… Oh my head!

This can be a very interesting time of the year for many small businesses (and tough for some).  So much to do and so little time, lots of running around from this meeting to that event, back to work, downtown to run errands, to the mall for presents, back to that other event that I almost forgot about…

And if you’re an entrepreneur, small business owner or sales professional, your sales might slow down as you and your clients gear up for the holidays, unless they sell reindeer feed - like my uncle in Alaska.

I know the feeling.  I’ve woken up late in the night and cried out for help and a break from all the holiday overload.  But then I discovered the “rules” of classy, stylish and easy networking . . . and how to rule all these holiday events instead of having them rule me.
(Yep.. you knew this was going somewhere!)

Well, here are the best business networking tips, and I want to share them with you.  They are especially useful during the holiday season to make connections that count, and they will help you keep your energy, sanity and holiday cheer – not to mention build your network, your referral partners and your client base!

“10 Holiday Networking Tips”

1.) Make a good first impression
It counts OH SO MUCH! Be polite, respectful & friendly.

2.) Get to know others
Ask lots of questions. Show interest. Find out what common bonds you share. This is how you want to be treated by others, right?

3.) Maintain a “giving” mindset
Just like the holidays, successful networking is all about giving. It should be easy to remember this time of year, but it’s an important mindset to have all year round.

4.) Ask for their contact info
So you’ll be able to get in touch with them if you are interested in talking further.

5.) Don’t “sell” without permission
If you’re turned off by someone launches into a 5-minute (or longer) sales presentation about their awesome pens that write underwater, in the dark and without gravity, don’t assume others are dying to hear about your slick wheel bearings, even if you “know” that’s exactly what they need.  This is a very important step – maybe the most important of all. You do want to tell people what you do, but in a classy, stylish way that gets their attention and doesn’t annoy them. If they seem a bit interested, ask them if they would like to hear more.

6.) Avoid opening with “So, what do you do?”
It can kill rapport building before it begins and can condemn the interaction to being nothing more than boring, robotic and mindless chatter without exchanging the truly important information. If you open your conversations this way, you can miss an important opportunity to stand out from the rest of the crowd.

7.) Don’t rely on them to contact you
Just because they said they were thrilled to have met you and learned about your slick wheel bearings, doesn’t mean they will really call you.  They may have intended to at the time, but life happens and no one is perfect. So get their info so you can ensure the follow up.

8.) Always carry pen, paper & business cards
You never know when a great opportunity might present itself. Yes, even while you’re fighting for that last “Cosmic Raymond” action figure.

9.) Do not get out of a conversation by dumping them on someone else
Making another person suffer is no way to get a good reputation during the holidays. Kindly excuse yourself, tell them you need another drink, see someone you need to speak with, or even that you have to “go” really bad! And don’t get caught lying as that will kill all of your credibility really fast.

10.) Enjoy yourself!
Relax and have fun!  When you’re smiling and enjoying yourself, you are more likable to others, and this can lead to a lot of business. Be kind, considerate and magnetic!

SO… I hope these “10 Holiday Networking Tips” help you as you network your way through all the parties this season. 

And in the meantime, I want to wish a very happy holiday season to you, your family, your business, and most of all your networking spirit!

All the best,
Jason

P.S. Speaking of networking and creating a blockbuster 2011, check out the Facebook Small Business Page that will help you do both: Achieve Your Ideal Business Now!

And be sure to post an introduction on The Wall – because we want to get to know your business as well!

This can be done in person via speaking engagements, workshops, classes, networking events; on the phone on teleclasses, teleseminars, etc.; or on the web through webinars, social networking, blogging, newsletters, Fan Pages, and so many more methods… 

Over the years, I have given hundreds of presentations. And I’ve learned something VERY IMPORTANT that I want to share this with you:

To make sales from your presentation, just giving a killer speech isn’t good enough.

Below are my “Fantastic 5 Keys to Delivering a Kick-Ass, Sales-Generating Presentation!” as posted on my “Small Business Daily Success Tips” on http://facebook.com/GrowYourBiz: 

11/8/10
MONDAY “Tip of the Day”: BizCoachJason’s Fantastic 5 Keys to Deliver a Kick-Ass, Sales-Generating Presentation: Key #1 – “Make a great first impression!” How important is this? Our subconscious mind tells us whether we like someone or not based on an intuitive first impression. If it’s a bad impression, it can be overcome but that can be *very* difficult. Get started on the track, right away. And remember to SMILE!

11/9/10
TUESDAY “Tip of the Day”: Key #2 – “Make a BOLD promise!” Grab your audience’s attention in a big way! Tell them what’s in it for them to spend their precious time, attention and energy listening to you. You’ll gain acceptance and enthusiasm, and make it more fun for you and them. And you better deliver on your bold promise!

11/10/10
WEDNESDAY “Tip of the Day”: Key #3 – “Learn something about your audience” This is a really important component of your talk to make sure you are delivering value and building the relationship with your audience members. You need to know who you are talking to and what their challenges are, even when you invited a specific group of people.

11/11/10
THURSDAY “Tip of the Day”: Key #4 – “Involve your participants” People learn in different ways. Engage your audience members by involving them and making them a part of your presentation. Make it fun for them. Give them an experience, not just a lecture, and they will learn, remember and enjoy it exponentially more.

11/12/10
FRIDAY “Tip of the Day”: Key #5 – “Provide a Call to Action” Without this, you can give a magnificent, stellar presentation and GET NO SALES. I’ve been there, done that. I’ve seen too many others fall prey to this as well. YOU NEED TO MAKE AN IRRESISTIBLE OFFER and tell your audience EXACTLY what to do to accept. This makes it a win-win!

Now go out there and create massive value for your target market by giving kick-ass presentations that will serve you and serve them!

Remember, to get even more sales, marketing, social media and other business success tips:
- Go to and “Like” http://facebook.com/GrowYourBiz
- Introduce yourself and your business on The Wall
- Come back each day to read and comment on the tips. This will grow your skills and your business as well as your own social networking connections and effectiveness.

To your success!
BizCoachJason Rosado

P.S. For more tips on using social networking to build your marketing and sales funnel, provide huge value to your prospects and build your business quickly, check out the special report “Untangling Twitter, LinkedIn, Facebook and More…”

How do they impact your client personally? By having more time with family, less stress, higher income, better health, more energy?

Those are the kinds of motivators/drivers that appeal to potential clients and that they really will respond to. It’s the bottom line of “what’s in it for me.”

See all the small business daily short tips at:

I do make sure that your small business coaching gives you
all you need to know to have your small biz “killa swagga” – so you can
get more clients, make more money, and enjoy more time and freedom! 

Does your sales and marketing have it’s own unique style and zip?
Does it make people jump out of their seats and run to hire you?
Or mesmerize them by its cool, calm smoothness so they can’t help but say ‘yes’?

Not sure what I’m talking about? Well, that’s ok…

For one month ONLY or until spaces run out -

Contact me now for a One-on-one FREE Small Business

**Sales and Marketing Swagga Makeover**

• Assess your current sales and marketing activities
• Determine which activities you should keep – “Giving you swagger”,
  which ones you should throw out – “Costing you swagger”,
  and which new ones to add – “Killer swagger”
• Make a three-stage plan to move forward and reach your ultimate business success!

The video is for laughs.
But the Free ”Small Biz Swagga Makeover” is for real!

So don’t wait – spaces are limited, contact me now.

Check out this video from world-famous Swagga Coach, Taavon:
“Zach Galifianakis and all the biggest actors in Hollywood have hired
the best swagga coach in Los Angeles…”

The presenter was giving very helpful information on the proper nutrition, diet and mindset needed to lose weight. It was very motivating, uplifting and moving. But…

I thought to myself, I bet only 20 people in that audience are going to make meaningful changes that will move them towards their desired weight loss goals once they leave the seminar.

Knowledge without action is worthless.

Don’t just read a book or an article, listen to an mp3 or watch a video about taking your marketing or sales to the next level. Make a plan on how you will put that info into ACTION today to grow your business.

Here are several quick and easy tips you can use to get into action – one for each day – to grow your business. If you have taken action on one of the Small Business Tips of the Day, then go ahead and “Like” our Fan Page, and post your success to the Wall!

http://facebook.com/GrowYourBiz

By posting your own successes, you can help many others with their action as well as have a place to introduce yourself to hundreds of other small business owners at the same time.

It’s a win-win!

Now… What action are you taking today to increase your clients, serve more people and explode your income?
(Hint: click here -> http://facebook.com/GrowYourBiz)

To your success!
Jason

Want to GET MORE REFERRALS from your current clients?

Here’s how in TWO EASY STEPS that you CAN DO TODAY…

1.) Start a dialog with the question, “What has been the most helpful for you about our work together so far?”

Asking this question helps to reaffirm and reinforce the value they’ve received from you, in their words and from their point of view.

2.) Then follow up with, “I’m looking for more clients right now. Do you know anyone that would also benefit from ____ (repeat their stated value, in their own words)?”

For more quick, easy business growth tips like this, go to > http://facebook.com/GrowYourBiz <

Don’t forget to “LIKE” it, and add your introduction of your business to The Wall, for the other Fans to see!

Getting the word out about your business on Facebook is one of the best, fastest ways to grow a following and get more people excited about how you can help them.

Feel free to comment with your thoughts, experiences, and share your insights with the other members. The more you share and post, the more exposure you get for your business…

* FRIDAY Tip of the Day: Prioritizing and efficiency -> When making your To-Do list at night, place the thing that… http://bit.ly/b8HJZU

* THURSDAY Tip of the Day: Getting More Yes’s to Your Networking and Sales Meeting Requests – Have you demonstrated… http://bit.ly/bkjSur

* WEDNESDAY Tip of the Day: When writing an online profile, bio or description of your business, be sure to relate… http://bit.ly/bg4lLN

* TUESDAY Tip of the Day: Use the “Solution, problem, solution” format in your speaking engagements and sales… http://bit.ly/aOS2Qj

* MONDAY Tip of the Day: The biggest sales mistake that most people make is not asking enough questions. You need to… http://bit.ly/9o1L9K

Have a great week!
BizCoachJason
http://facebook.com/BizCoachJason

BEST:
A really good sales (and marketing) system and approach is one that helps people to make life-changing decisions and take action, even if they don’t buy.

LEAST:
Honestly, nothing comes to mind. When I sell, as well as when I teach my clients how to sell, it’s all about getting to what’s best for the prospect. Again so even if they don’t buy, I look at it as a ‘Win’ for both sides. And taking that approach and giving that value does lead to many more closes and happy clients.

But, I don’t want to short-change the question, so I guess if I had to pick one thing as a “least,” it would be the once-in-a-while when I can’t help someone to make a decision one way or the other. I find that generally these people are usually not the sort of people I want to work with anyway.

Sorry… I guess I turned that back into a positive again. LOL

I’m sure there are things I don’t like, but this was just off the top of my head in reponse to an online post.

-> What are your thoughts on the “Best and Least Liked Aspects of Sales”?

As buyers, people will use facts to talk themselves in to, out of, or justify a buying decision. But the decision itself is based on emotion.