November 2019
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The Business Voice - Supporting the Moose Jaw & District business community
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November 2019

Welcome to our Newest Chamber Members

Evolve Coffee - 306.630.7107
 
Bellamy Harrison Animal Hospital - 306.694.1639
 
Duzan Construction - 306.630.8165
 
Moose Jaw Community Players - 306.684.4154
 
Golden Opportunities Fund - 888.866.4494
 

 

CEO Message

The Chamber helps keeps your community and district business climate healthy and creates opportunities for members to engage with businesses and community leaders through a variety of events; networking events really provide a forum to foster new business relationships. We want to be part of showcasing you to the community and be a catalyst in starting new business relationships right away.

With two major recognition awards on the horizon we are looking for your input.

Put your thinking caps on and share often the worthy nominees you think worthy to fit in one or more of the categories below, they deserve it!

2019 Citizen and Group of the Year Awards recognize significant contributions to our City’s quality of life, both social and economic, made by private citizens.

These awards increase public awareness of these contributions and give well deserved tribute.

The major focus on these awards involves efforts made during the calendar year January 1, 2019 to December 31, 2019.

The Moose Jaw Business Excellence Awards (MJBEX) is our annual Moose Jaw & District Chamber of Commerce event recognizing the achievements and excellence of businesses within our jurisdiction. This prestigious event is attended by over 450 guests composed of Chamber members, corporate executives and community leaders. 

  • Community Involvement
  • Customer Service
  • Young Entrepreneur
  • Business Innovation
  • Marketing Award
  • Newcomer Entrepreneur
  • Impact Award
  • New Business Venture
  • Job Creation
  • Pillar of the Community Award
  • #Trending Award
  • Peoples Choice Award
  • Moose Jaw and District Farm of the Year Award
  • Business Leader of the Year Business of the Year
  • Business of the Year

I look forward to hearing from you, call or email anytime at 306-692-6414, or rob@mjchamber.com

Rob Clark, CEO, Moose Jaw and District Chamber of Commerce

Chamberplan.ca
The Power of Testimonials

 

The Power of Testimonials

All too often we hear our customers say nice things about our product, our customer service, or staff, but do nothing about it. Those words are little gems waiting to be inserted into promotional literature, your website, and the sales pitches of your salespeople. If you are not capitalizing on the good things people are saying about you, you are missing a golden opportunity.

So how do you make the most of your customers' great experiences with your business? Word of mouth is the most powerful way to gain new customers, and you can control how often those words are used through testimonials!

Testimonials increase your credibility and believability especially with new customers who will feel safer buying from you if other people just like them are saying good things about your company.

Strike while the iron is hot (and your customer is happy)

Don't wait to ask for a testimonial. Ask at the moment when your customer is most thrilled with your service. Ask if they'd be willing to let you use their words in your marketing materials. When customers are in that state of satisfaction, they'll rarely turn you down, and those words will stay with you as long as you have your business.

Write it for them

Some people would love to give you a testimonial but struggle with the writing part of it. If you have heard from them verbally and can translate that into a written testimonial, you are way ahead of the game. Simply send them a copy of what you wrote and give them the freedom to edit it if they wish (which they rarely do). This often saves a lot of time in waiting for them to get back to you.

Keep them short and specific

Ask for 2-3 sentences maximum. People can usually come up with a few sentences, ask for something longer and they may feel overwhelmed and not be as willing to do it for you. Also, provide guidelines to your customers as to what aspect of your business you want them to comment on.

Use real names whenever possible and always use credentials

Always ask your customer if they feel comfortable with you using their real name, or if they'd allow you to use their first name and last initial. Saying the quote came from "Susan James, or Susan J., Associate Professor, Stanley College" gives more weight to the quote than just "Susan".

Always thank your customer for their testimonial

If your customer has agreed to give you a testimonial, make sure they know how much you appreciate it. Write them a thank-you note letting them know how valuable this will be to you in growing your business.

You'll be amazed at how willing and cooperative your customers will be if you just ask, especially after they've had a good experience. Get out there and start asking and watch your credibility soar!

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The Power of Testimonials

 

The Power of Words in Selling

Words are powerful things period. Think of the speeches given by world leaders that inspired people to do good and sometimes terrible things. In business we use words to motivate and inspire our staff, we use them in promotional literature, and we use them in an attempt to get people to buy what we sell. One word or phrase can make the difference between influencing a potential customer to purchase what you are selling and losing the sale. The truth is, sometimes we aren't even aware of the impact of our words on those who are listening. In this article we'll explore some words that can kill sales, and words that can increase the success of your sales efforts.

Words and Phrases that Kill Sales

Using words and phrases that encourage doubt can be the kiss of death to a sale. Avoid saying things like, "You probably won't be interested in this but . . ." or "your company doesn't use this product, right?" Negative phrasing gives your prospects permission to say no. You've practically invited them to say no by the way you've asked the question.

Answering a prospect's question with, "No, I'm sorry we can't do that for you" doesn't motivate your customer to say yes to your sales proposal. In priming them for a sale, always focus on what you CAN do, and offer alternatives for the things you can't.

Some salespeople use sarcasm to try to change a buyer's mind, but this rarely goes down well. People feel insulted and minimized when you say something like, "It's your choice if you don't want to get in on this fabulous deal." Sarcasm often guarantees that the person will never, ever buy from you.

Even though you're dying to tell your customer about your competitor's sleazy business practices, it will come back to bite you if you do. People perceive it as sour grapes, or poor business practice if you trash your competitors, and it rarely, if ever, has the impact you desire.

Under the guise of honesty, telling your customers more than they really want to hear about your business – especially if it's about problems you've had or are having - won't inspire confidence in potential customers. "This isn't the first time our accounting department has screwed up," or "we have been having problems with that product line" will make potential customers think your company can't be trusted.

Words that Inspire Sales

You. Using the word "you" or "your" in sales materials and presentations is powerful. It draws the customer into the experience and helps them see the benefit of the product or service, for example, "You'll increase your productivity by 20%!"

Money. People love to earn, save and spend money. If your words can convey how the benefit of a product will affect their money, you'll be on the right track.

Guaranteed. Consumers today love to know they are secure in their purchase. If you can guarantee a certain result, so that their purchase is risk-free, your sales will soar.

Free. People love getting things for free. If you can offer something of value in addition to what your customer will already be paying for, it's a huge motivator to commit to a purchase.

Easy. We're all overworked, overstressed, overwhelmed, and over-committed. We don't want things that will complicate our lives further. If you can convince your prospects that not only will your product or service make their lives easier, but that you can also make it easy for them to afford it, pay for it, have it delivered or installed, or learn to use it, etc., they will be more motivated to say yes.

Yes. Yes, is the most positive word in the English language. It is full of potential and possibility. Use it in your presentations – ask your prospects questions where you know their answer will be yes. For instance, "Could you use more time in your day?" Use the word yes as much as possible and answer with yes as often as you can.

People's names. People love to hear the sound of their name, as long as it's being used in a genuine way. "So, Steve, do you have any questions about what I've shown you?" Using a person's name inspires trust. Do it often.

Being aware of the power of language in sales can make a big difference between hearing "yes", and hearing "no" when you try to close. Try making a few changes and see what a difference it makes to your sales success.

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The Power of Testimonials

 

Staying Motivated.

We all have periods when there's not a lot happening. Maybe sales are sluggish because it's a slow part of the sales cycle. Perhaps summer has hit, and people are away, or at least too busy getting things done before they head off on vacation. These are the times you will sometimes feel unmotivated.

How do you stay enthused? How do you spend this time and ensure it is fruitful, not wasted? What do you need to do to keep inspired and enthusiastic with what you and your company are doing?

"What you do today can improve all of your tomorrows." Ralph Marston

First of all, this may be an opportune time to reflect on what has occurred over the past year, or quarter, to take stock of what you have accomplished. What are your successes this past period? Where have you seen gains? What might you have done, if you knew what you know now? What are the thoughts of your colleagues or staff when they look back?

Taking the time to reflect and share with your colleagues, staff, or others, can help you in planning for the next quarter, or year. What do you want to accomplish in the coming months? What changes do you wish to make? What is the importance of making those changes? Using your time wisely to create a plan for both the short-term and long-term, is a worthwhile and important endeavour.

Keeping positive by acknowledging successes, even minor ones, helps you to stay motivated and engaged with your work. Allowing frustration and negativity to creep into your vocabulary, thoughts, and actions, reinforces those feelings. It's that idea of the self-fulfilling prophesy; if we think it will happen it most likely will happen. It's important to watch what you say and how you say it. What message you are conveying to others and most importantly to yourself?

Finally, if you are still finding it hard to feel motivated and up-beat about business, take some time to recharge your batteries. A little time for reflecting and planning may be all you need to regain your inspiration. But maybe, as we discussed in this column a couple of months ago, you need to reboot. What does recharging look like for you? What activities give you joy and inspire you? Whether it's time with your family and friends, playing golf or tennis, reading a good book or even meditating, taking some personal and quality time can lead to feeling better overall.

When you know you are feeling a lack of motivation, you can kick-start yourself by reflecting on what has happened, planning for the future, staying positive, and re-charging.

Paul Abra, Certified Executive Coach
Motivated Coaching

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Moose Jaw & District Chamber of Commerce
88 Saskatchewan St. E, Moose Jaw, SK, S6H 0V4
T: 306.692.6414 F: 306.694.6463
chamber@mjchamber.com
www.mjchamber.com

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