Using Sales Techniques in Relationship Management
Long Term Customers With New Needs
Most sales people have experienced that moment when a customer says, “Oh, you have that? I just ordered one from someone else!” Often this happens because we have failed to continue to treat existing customers as prospects.
Even with a reliable customer, we may miss opportunities when our product line or their responsibilities change.
On every call be sure to:
- Find out what’s changed for them since you spoke last
- Alert them to any changes in your product line or services
- Make sure they have your latest catalog or product list
- Go back and ask again, “I know you said you don’t need _____, has anything changed since we last spoke about that?”
Even our most loyal customers won’t buy from us unless they know we can fulfill a need when they need it fulfilled, and they don’t have our catalog memorized.
Social Media Road Trip

I’m going on a road trip in the next few weeks. I’ll be traveling around on roads and paths that many have been traveled on by many others before. I will be on the same road but not for the same reasons. My reasons, my path, will differ from anyone else taking the same road.
I will, no doubt, meet many others traveling the very same roads I am taking. Those I meet may not be able to help with the path but they can help me with the road.
Along the way I will stop at cafes, rest stops, garage stations, shops and wonderful places to sleep. Each of those places will provide me with opportunities to meet others and engage in conversations. These people that I meet probably won’t be aware of the path I’m taking but they will know the road.

The road they just came down might be the road I need to be on. More importantly, I can give them tips, (destinations, distances to places to see etc.) about the road I just traveled.
These roads I will travel are very much like social media tools.
We all have different reasons, approaches and things we wish to accomplish on our path, but we all use the same tools – road, to get there. Each of us, on our own individual path, has something to offer others traveling the same roads, or using the same tools, as we are. No matter what path you’re on, or even if you get stuck, there will always be someone coming along that can help you.
Have you stopped and helped someone lately?
from Kathryn Jennex aka northernchick
Thanks Joel Kelly for offering to drive.
Thanks to Week 189 SOBs
The June 6th Edition
Let me introduce the bloggers
who have earned this official badge of achievement,
Successful Blog SOBs.
I invite them to take a badge home to display on their blogs.
They take the conversation to their readers,
contribute great ideas, challenge us, make us better, and make our businesses stronger.
I thank all of our SOBs for thinking what we say is worth passing on.
Good conversation shared can only improve the blogging community.
Should anyone question this SOB button’s validity, send him or her to me. Thie award carries a “Liz said so” guarantee, is endorsed by Kings of the Hemispheres, Martin and Michael, and is backed by my brothers, Angelo and Pasquale.
Want to become an SOB?
If you’re an SO-Wanna-B, you can see the whole list of SOBs and learn how to be one by visiting the SOB Hall of Fame– A-Z Directory . Click the link or visit the What IS an SOB?! page in the sidebar.
–ME “Liz” Strauss
What Is an Online Social Media Conversation?
The LANGUAGE of SOCIAL MEDIA
Words have a deep effect on
how we interpret and interact with the world.
The words we use and how we define them
reveal our interests, concerns, and values.
This series explores the words of social media.
social media conversation
When two or more people talking communicate ideas, we call that a conversation. The dynamic of a conversation works most successfully when the people sharing their thoughts reach a balance of contributing and exchanging ideas. It’s been said that conversation, “dialogue,” is the highest form of learning because it allows immediate response and clarification as questions are answered and messages are sent and received. Great conversations connect people on point of knowledge, values, and feeling.
Wikipedia suggests that conversation takes four major forms:
The Majority of conversations can be divided into four categories according to their major subject content:
- Conversations about subjective ideas, which often serve to extend understanding and awareness.
- Conversations about objective facts, which may serve to consolidate a widely-held view.
- Conversations about other people (usually absent), which may be either critical, competitive, or supportive. This includes gossip.
- Conversations about oneself, which sometimes indicate attention-seeking behaviour.
In the real world, few conversations fall exclusively into one category. Nevertheless, the proportional distribution of any given conversation between the categories can offer useful psychological insights into the mind set of the participants.
In a fluid, flexible conversation no one is in constantly in control. Control passes as the conversation moves from speaker to speaker. Ideas and thoughts attach and change the direction of the conversational thread to take in a direction the the speaker wants to go.
In online social media experiences, conversation is often input via keyboard within the context of a blog comment box, a Twitterstream or a social networking site thread. Not all such social media inputs really qualify as conversations. Individual comments that stand alone are better defined as remarks than as conversations.
Here’s how some folks define their online social media conversation.
@hdbbstephen: “To start with it doesn’t work like this http://bit.ly/AlTEr”
@nanpalmero: “a two way conversation begun on some type social media platform”
@storyseeker: “A conversation with everyone but only the intelligent and good looking reply.”
@gerlaineTalk: “Social Media Conversation definition? Good question. Hmmmm…. A talk of interest and creation of buzz.”
@Thandelike “SM conversation: starts publicly,@lizstrauss, at any point new interlocutors feel free to join in, embellish, pursue with their own ppl.”
@Matthew_T_Grant : ” its a combo of eavesdropping, broadcasting, and direct address (narrow-casting) – public intimacy”
@bethbeck : “Social media: Some call it noise, chatter. 4 me: enlightening, informative, eye-opening, boundary-less. World @ my fingertips!”
@storyseeker: “A conversation with everyone but only the intelligent and good looking reply.”
@tomaplomb: “Listening to a stream of voices, inserting yours into that stream, and watching the ripples.”
@BranislavPeric “There is no such things as “social media conversation”. Conversations, using digital tools, are social media.”
@Matthew_T_Grant : ” its a combo of eavesdropping, broadcasting, and direct address (narrow-casting) – public intimacy”
@lindsaydavies: “Social media conversation is a bit like morse code, short & useful but you really need to be involved to understand it.”
How do you define online social media conversation?
For more information see:
Princeton WorNet
Wiktionary
Wikidpedia
Discussion on Conversation (powerpoint)
Etymology and definition of the term “conversation”
SEE ALSO:
What Is Social Media?
What Is Social Networking?
What IS a Social Community?
Got more to add? C’mon let’s talk.
–ME “Liz” Strauss
Work with Liz!!
Setting Goals for Your Business Website
This is the question you should be asking yourself every day:
How effective is your website at achieving the goals you have for your business?
If you do not know the answer, it may be because you have not set your goals properly. Do you know what the purpose of your site is? What are the benefits for you and your business?
.
Lets take a look at these questions, and potential answers.
- Your website should position you as an expert in your field. Perception and reputation are everything to your potential customers and clients. Having a website that effectively conveys that expertise to your visitors improves your visiblity in the marketspace, your credibility as a business-person, and begins to build trust in your products/services.
- Your website is a starting-point for the identity of your brand. It is a starting point because it is impossible to control all aspects of your brand identity anymore. Your customers have blogs, forums, and Twitter now – where they can and will discuss your product’s price and quality, your customer service interactions, even your advertising strategies.
- Your website expands your marketspace beyond yesterday’s geographical boundaries. Depending on the products and services that you offer (shipping may be a consideration) you can now offer the services of your business to a global audience, not just the people within a few minutes’ drive.
- Your website is a tool for expanding your list of potential clients. Due to the expanded nature of the marketspace and the rapidly growing number of people who do their research online before making a purchase. Having an e-mail capture/site registration application on your site can help you to build a list of self-selected potential customers.
- Your website is a venue for providing value to your market before you ever make a sale. E-books, white papers, product reviews, service explanations – all of these marketing tools can be made available throught your site. For free, or for the price of an e-mail registration. When your visitors see your site (and your business) as value-added then doing business with you is an opportunity, not a risk.
Does your website do these things? If not, do you need help putting them in place? Let us know how we can help.
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