International Selling: How to Be Ready for The Next Opportunity

This is Episode 27 of This Old New Business business podcast with Jeff Korhan.

International Selling: How to Be Ready for The Next Opportunity

Martin Limbeck is an international selling expert with extensive experience working with both American and European companies.

Regardless of apparent differences such as language and culture, we’re all human beings. This is why Martin likes to say: selling is selling. So, if you want to learn practical and uncomplicated ways to immediately increase your sales potential, this episode will not disappoint you.

Our Featured Guest: Martin Limbeck

International Selling: How to Be Ready for the Next OpportunityMartin Limbeck is an international sales authority, sought after keynote speaker, and the author of NO Is Short for the Next Opportunity. He draws on real-life sales experiences to help business owners and sales professionals develop pride, passion, and perseverance – so they will love their work and close more deals.

Successful Sellers Have a Winners Mindset

Anyone that sells knows you cannot sell anything if you are not sold on the value your company can bring to your prospective customer. You have to believe in yourself, the company you represent, and of course, your customer.

Martin completed his high school education here in the United States as a foreign exchange student. That was his first experience with the American culture, which naturally differs in some ways from his native German culture. Listen to the audio to hear his story.

Especially in international selling situations where unexpected circumstances are likely to arise, Martin stresses the importance of having a winners mindset. Regardless of the culture, people want to buy from winners that work harder for the customer.

Invest in Your Customer Relationships

Martin’s formula for international selling success is quite simple. Start with International Selling: How to Be Ready for the Next Opportunityunderstanding your customer. This obviously requires research that is readily accomplished using the abundant information available online.

Next is investing in your relationship with the customer by showing him or her from the heart that you care.

Readiness for the next opportunity begins with a mindset, but it is sustainable only by consistently investing in relationships. One of Martin’s practices is making at least two phone calls every day to his customers. How about you?

How is your business getting ready for the next opportunity?

Lighting Round Tips and Advice

Martin’s Top Sales or Marketing Advice – Shovel first; collect second. You’ll have to listen to the audio to fully appreciate Martin’s life lesson about selling in an American vs a European culture.

His Favorite Productivity Tip – Cold calling customers. It works.

A Quote that has Inspired Martin’s Success – “The winner isn’t always the one with the fastest car; it’s the one that refuses to lose.” Dale Earnhardt

Key Take-Aways

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About the Author:  Jeff Korhan, MBA, is the author of Built-In Social: Essential Social Marketing Practices for Every Small Business and host of This Old New Business podcast.

He helps mainstream businesses adapt their traditional growth practices to a digital world. Connect with Jeff on LinkedInTwitterFacebook, and Google+

Relationship Selling is a Commitment Process

Are you familiar with the negotiating practice of asking for a commitment for a commitment.

It’s an important one for building and sustaining relationships, and that makes it essential for successful sales professionals and online marketers

Selling is A Series of Mini-Commitments

Especially in regards to online marketing, there is often the unrealistic expectation of consummating a sales transaction without first developing a relationship with the prospective buyer.

Relationship selling is much like a courtship. There are intentional actions taken that are designed to build familiarity and mutual trust. If all goes well, each party agrees to make the big commitment.

Thus, what ultimately results in a sale is a series of actions or mini-commitments by people that will include some of the following.

Scanning your social media or blog headlines

  • Reading your article, blog post, or social media message
  • Clicking on your links to discover more
  • Sharing your content
  • Liking your Facebook page
  • Commenting on your blog
  • Making an inquiry with your business
  • Calling you on the phone
  • Showing up at your place of business

These commitments are lead generation tactics, and most of them can be tracked. This means they can be measured to determine their effectiveness, so that resources can be allocated accordingly.

Every Commitment Merits a Response

When your community makes a commitment to your business, they expect the same in return. Doing that earns you the next level of commitment, and the next, and so on.

Your challenge is designing a process that keeps all of that going until you have solidified a relationship that results in a sale, or at least a shot at their business when budgets or timing are more appropriate.

This is a continuous process of nurturing relationships using a combination of traditional and digtial methods, including social media, newsletters, email, phone calls, etc.

The key is to understand that every commitment of attention from buyers that your business receives merits one in return. Your commitment for a commitment both acknowledges and honors those that engage with your business.

Commit To Your Community with Social Media

What’s the most valuable commitment? It’s time. Fortunately, your business can now leverage the various forms of digital media to help.

Here’s a bold statement that happens to be true:

Not using social media to help your community is failing to commit to them. Tweet this

Businesses that ignore social media and content marketing are indirectly saying they are not interested in doing the necessary work to help their buyers.

Relying exclusively on one-to-one selling to help your communities is not only expensive, it forces the majority that use the Internet to get answers to go elsewhere, and that is rightfully where they will likely make their next purchase.

Sales and marketing has changed.

It’s time to adapt to a digital world. Tweet this

Forget about selling as you know it. Instead think in terms of creating media that is interesting and helpful.

Make a commitment to doing that well and your business will easily convert the interest and engagement that follows into profitable outcomes.

Make a Commitment to Your Success

If your business wants help building and refining it’s sales process, adapting to the influences of social media, and better responding to informed buyers, then consider my full-day workshop.

During 2014 I will be be offering my LIVE, hands-on, Relationship Selling in the Trust Economy workshop on a limited basis.

This is personal training with me, Jeff Korhan, at your place of BUSINESS OR ASSOCIATION MEETING. It’s based on my 30+ years in the selling profession as an entrepreneur and corporate executive.

Contact me to set up a 15 minute call to learn if this trademarked program is a good fit for your organization.

About the Author:  Jeff Korhan, MBA, is the author of Built-In Social: Essential Social Marketing Practices for Every Small Business – (Wiley 2013)  

He helps mainstream businesses adapt their traditional growth practices to a digital world. Connect with Jeff on LinkedInTwitterFacebook, and Google+.

 Photo Credit

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