How To Get More Qualified Sales…It’s All About The Process

Let’s talk about the sales process.  No matter the product, the industry, the length of time…the process is generally the process.  Where it begins and ends might be a little different for someone but again…the process is generally the process.

I know many believe you are not in sales or don’t want to be considered a salesperson.  Guess what though…EVERYONE is in sales!  We sell the most important commodity every single day…OURSELVES.

Most people work better with a process. When you have a process in place, you have the exact steps to follow so that you can not only achieve your goals but will crash through them. The easier the process, the better the results.

When you think of a process, most people generally think about numbers and steps and formulas…what if there was something that was a process that had nothing to do with any of those and more to do with how you treat your client?

Did you know that being interested in your clients, rather than being interested in them should always be part of that process? Investing in your relationships is one easy way to show the importance of being interested not interesting.

When I was on the road in the height of my sales career, I had a mason contractor that became the COI that changed my entire career.  He asked me to show up on a jobsite, I did. He asked me to speak to his key people, I did. He asked me if I would speak to all of his men and get them protected, I did and then I made sure he was kept in the loop and checked in on him on a regular basis… My business was 100% referrals from that moment on. I was interested in him not interesting to him.  How is that for an important part of the process?

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Happy Selling!

Judy Hoberman

Can’t I Help Everyone?


If you ask some entrepreneurs and would-be business owners who their ideal client is, they will say, “Everyone.” Of course, that can’t be true. Not everyone needs everything or anything. (Truth be told, women are the worst at this. Why? Our nature is to want to help everyone rather than define a niche group of people we can help. We just don’t want anyone left out!)

However, knowing your niche is important, because it will not only help you better define the features and pricing for your product or service, it will let you tailor your marketing message to address the needs and wants of a specific and narrow group. Marketing experts say that the narrower the niche, the stronger your business will be, as long as you choose a niche that is accurate and reflects an
authentic need.
Here are just a few reasons why defining your niche market can benefit your bottom line:
1.  A smaller group has very specific and unique needs and wants.
2. You will get more referrals. When people know exactly what your specialty is, they also know exactly whom to send your way.
3. You can find business allies. Working within a narrow market provides a great opportunityto partner with complementary businesses that serve the same market.
4. You will be laser focused on your target. Defining your niche takes a lot of the guesswork out of your marketing efforts, and also positions you as a clear expert in your area.

People always ask me if I’ve ever changed my niche from when I started and I simply let them know that my niche adjusted a bit but my message never changed.  My message has always been about communication.  How women communicate, how men communicate and how everyone communicates with each other.  I talk about how different men and women are and I never say one gender is better than the other or one is right and one is wrong.  I talk about the differences and that’s what they are differences and how to use them as assets rather than liabilities.  I  just needed to add this into the sales process. So my message remained solid. In other words, I redefined my niche to focus on gender communications in sales training. So, yes, I did start to color outside the original box, but I stayed on the same page.