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CAPITAL IDEAS capi ta l id e ase d m o n to n .c o m
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COMMUNITY QUESTION:
UPCOMING:
How can you be persistent without nagging? Capital Ideas members share tips for staying top-of-mind without alienating clients Marliss Weber, owner of Parodos Communications (parodos.ca), says that for her, it depends on the relationship she has with the person. “If we know each other well and have a good relationship, I’ll be self-deprecating and funny. If I don’t know them well, I’ll be quick and try to find some reason to add value. I think being in the right place at the right time can be engineered if you’re intuitive to what the other person needs.”
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PHOTO BY SAM BROOKS/CAPITAL IDEAS
NOV “Stay in service to your client. Every time you are connecting with them, stay in a state of service and keep in mind their needs and how you can meet those needs. The more value you are providing your client, the more likely they will reach out to you when it’s time to make a buying decision.” — Stacey Berger, dream builder coach at staceyberger.lifemasteryinstitute.com “I like to provide small pieces of free information on each contact; that could be a report or a general comment. I find people often appreciate receiving something for free, and choose to reciprocate by providing a reply. Another way to be persistent without nagging is to use humour and to comment on current events when you follow up in an effort to get a response.” — Chad Boddez, senior vice-president of JLL — jll.ca “My motto is if you have to nag or be too persistent, that client is not ready for you or your services. They don’t get you or what you have to help them grow. One of my favourite sayings is ‘Sell like you don’t need the money.’ There are many people and companies who will buy from you if they like and trust you. If you feel you’re nagging, you are. Move on, as they probably feel your desperation.” — Dorothy Briggs, owner and publisher of Womanition Magazine — womanition.com “To professionally manage the sales process, I like to set up a series of logical next-steps and events at the time of our first meeting. If it’s determined that we will add value to the organization and are to proceed, I ask for an agreement and commitment on the next steps and timing. This sets the expectations of contact and keeps the process rolling … Pestering a busy prospect will only damage your reputation.” — Don Crothers, partner at Tri-Global Solutions — tri-global.com “When you are making a cold call or following up with an existing client, before you end the conversation, ask for permission to make another followup call and agree upon the date. Then follow up religiously.” — Bob Gaetz, owner and president of Gaetz Realty Inc. — gaetzrealty.com “I think providing value to the prospect in each interaction can help it seem less like nagging.” — Kyle Giesbrecht, partner at views4business.com “By being present and very visible, using different tools (like social media, monthly newsletters, a website, etc.) and by showcasing the solution your company offers to solve the customer’s problem.” — Mariana Konsolos, owner of Princess Florence Handbags — princessflorence.ca “A strategy I have found that works is to ask your contact what the barriers are to make the decision happen, and how can I help in removing them.” — Kevin MacDonald, sounding board at PU Technologies Inc. — putechnologies.tk
Financials for Non-Financial Small Business Owners A Small Business Week webinar from ATB Business and BizLaunch When: 1 p.m. to 2 p.m. Admission: Free. Details at atb.com/businessweek2014
After Business Mixer and Tradeshow A celebration of the vision and dedication of Edmonton’s small business during Small Business Week Where: Muttart Conservatory (9626 96A St.) When: 5 p.m. to 7 p.m. Admission: $15 to $25. Details at edmontonchamber.com
Edmonton Startup Week 2014 A five-day celebration of Edmonton’s growing startup community Where: Startup Edmonton (10359 104th St.) Admission: Varies. Details at edmontonstartupweek.com
Small Business, Big Vision Luncheon Join John Stanton, CEO of The Running Room, as he shares the culture and core values of his organization Where: The Fairmont Hotel Macdonald (10065 100th St.) When: 11:30 a.m. to 1:30 p.m. Admission: $49.95 to $69.95. Details at edmontonchamber.com
2014 Productivity Summit: It Begins at Why
“Nagging has elements of sameness and Information and inspiration to help organizations repetition, like asking the same question or continue building on productivity sharing the same info over and over with no regard Where: Northlands Expo Centre (7515 118th Ave.) for the client’s response or reaction. Persistence is When: 5 p.m. Wednesday to 5:30 p.m. Thursday being determined and a good listener. If you want Admission: $350. Details at productivityalberta.ca to be viewed positively, be a great listener, offer something new and different. If someone says no Have an event that Capital Ideas should know about? Contact us at hello@capitalideasedmonton.com now, suggest possible followup dates, then listen to and respect their response.” — Sandra Marin, principal at S. Marin Inc. — sandramarininc.com “Discover what’s important to your client beyond the sale or work, and make that “Being persistent without nagging happens when the topic of followup conversation. Sharing you come from a mindset of service, not sales. Early a relevant industry article or business in business, I persisted until someone either agreed opportunity with subject line ‘thought of you’ to coach with me or told me to get lost. Where I am is powerful when done sparsely. The key is in business now, my goal is to teach entrepreneurs to establish a relationship, build trust and be to make a decision. Many fail in that area. I will relaxed, then the work will follow.” persist until they make a decision, either way.” — Ricky Soni, senior manager at Grant — Pat Mussieux, founder of Wealthy Women Thornton — grantthornton.ca Leaders — wealthywomenleaders.com
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“I find a polite, yet direct approach is successful, like: ‘When we last spoke, it seemed this project was important to you. I’m suspecting that one of three things happened: Your priorities have changed since then, you aren’t interested anymore and don’t know how to tell me, or perhaps you have just gotten busy. Do any of these ring true for you? I’m here to help. The last thing I want to be is a nag.’ ” — Pauline Perreault, owner of Jump Outta Bed Inc. — jumpouttabed.com “In the initial ask, the more information and clarity up front, the better. If you have a timeline, make it known. In my line of work, deadlines are everything. The most important part is creating a sense of urgency and emphasizing the why behind your request.” — Eryne Sarabin, event planner at ComLinks Events and Gold Medal Plates — goldmedalplates.com “I believe it comes down to your perception of what you’re doing. If you see yourself as inviting a potential customer to do business with you, you’re on the right track. Trying to convince or coerce a prospect is the wrong approach! Take the analogy further — you’re at your open front door, and the prospect is outside. Are you offering your hand and inviting them in, and waiting until they accept? Or are you at their back, trying to push them inside?” — Chris Vilcsak, president of Solution 105 — solution105.com “One way to be persistent without nagging is to identify a reply-by date … Identifying a deadline and taking responsibility for the followup can be an effective way to be perceived as persistent versus annoying.” — Tracy Scanks, executive director of Pro Conference Advantage — proconadvantage.com These answers were in response to a question posed by Capital Ideas member Joanne Blake of Style For Success (styleforsuccess.com). Visit capitalideasedmonton.com/ask to pose your own business-related questions.
CAPITAL QUESTION:
What can be done to protect a business from fraud? The latest ATB Business Beat survey showed that a quarter of Alberta businesses experienced fraud, or attempted fraud, in the past year. These findings prompted Wellington Holbrook, executive vicepresident of ATB Business, to wonder: What can be done to protect a business from fraud? You can answer the question in two ways: • Open today’s Capital Ideas email if you’re a member, or • Visit capitalideasedmonton.com We’ll publish the best answers, along with your business name and website address, on Oct. 8. For more on what ATB found about fraud, visit atb.com/businessbeat.
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