What is the image you have when you think about waves and a sale? 

I picture a speedboat out on the ocean with little wave streams following the flow.  The imagery for me relates to business due to the fact that we now build followings online.  So the question becomes do our connections follow our lead as if we were the speedboat? Following our lead refers to being attracted to what we have to say as well as what we have to offer.  And if not, what is being missed?


You would know if your lead is being followed online by the responses you receive and the increase in numbers following you.  Are you checking steadily for the number of responses for each venue such as blog or video, and whether the interest is going up or down?  Also, what is your actual feedback being received saying?  Do some of your postings receive rave testimonials or unusually high Re-tweets or re-postings?


It’s interesting that Facebook named the statistics found on our pages for blog postings, video views, and reach, as “insights”.  The name is very apropos.  Your postings that receive the highest reach percentages indicate the perfect subject matter for you to consider creating additional products or services.  This is one example of the rippling effect you may create.


Another example of the rippling effect where you take the lead is to reach out to teach others who come up from behind as you continue to learn.  Does the feedback you receive on these sites or in your email indicate that you are contributing to the success of others? 


Social media is the perfect venue for us to learn from one another.  The key to business development online is connecting with those who put out information with which you resonate.  Exchange communication with these individuals and eventually request a phone or Skype conversation to get to know one another better.  From this pathway frequently come brilliant ideas and collaborative plans to expand services for your clientele.


So the question now becomes how does this translate to actually making a sale?  When others experience your delivery of outstanding content and witness your reaching out to help others, your personal brand becomes known as “the leader” in your field.  You are now positively in the spotlight attracting referrals and testimonials.  At this point increased inquiries are made regarding your services and wonderful opportunities come your way.  The online world is largely gentler than the corporate world.  And so when you stand out as a leader helping others, you definitely will experience a brisker business.


But greater than all of this, in a sense, you leave a legacy behind knowing your help went a very long way influencing and teaching many people.  I find this exhilarating.


These thoughts came about as I read a tweet directed to me.  The woman said not only is she benefitting from my helpful tweets but so are her students.  Instantly, I held the picture of the boat leading multiple streams in my mind.   And of course the boat was on a lake enjoying a very Smooth Sale!


Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.”  Elinor authored the International Best-Selling book, Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. She provides team sales training, private coaching and highly acclaimed inspirational keynotes for conferences.  Elinor is available for consultation.

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