business management

The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for.

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It started like a small bunch of rustling leaves. A little Facebook here and there – a blog or two. And then the wind picked up. LinkedIn, Twitter, YouTube. Growing from a windstorm to a firestorm, social media in now a tornado running wild over the Internet plains.

Social media has become a phenomenon beyond words. Hundreds of millions of people all over the world have joined the party. In a millisecond, millions of people can know everything about everything and everyone. You knew it couldn’t be long before business got involved. Small business, big business, your business.

About a year ago we launched Ace of Sales 1.0 – instant success. Salespeople loved our customized emails that set them apart from the competition and the ability to send low cost custom greeting cards and postcards. They loved the ability to do all social media from the Ace of Sales home page. They loved the ability to import their outlook contacts.

I’m NOT talking about the economy, or customers in financial trouble, or slow sales, or price pressures from competition, or pressures from your boss to “sell more now.”
Oh and, by the way, how about YOUR changes? Still cold calling? Still learning “how to close?” Still “finding the pain?” Still trying to figure out social media? Still a bit behind technology? That’s your problem.

NES Re“Achieving high customer loyalty scores in the midst of tremendous economic pressure in our industry is a testament to our team and their dedication to our customers,” stated Andrew P. Studdert, NES Rentals chairman and chief executive officer. “By making the customer experience our priority, it has led to a natural emphasis on customer safety and service, an emphasis that sets us apart from our competition and gives us the highest customer loyalty scores in our industry.”

As my sales career has evolved over the years, and I have emerged as a leader (maybe THE leader) in the sales industry, I’m often asked if I have any secrets for success or what’s been my path to personal success.

“Eagle West really stepped up to the plate. I called the morning I needed a crane to pull out a car that had driven into an excavation on a major construction site. When I called, they knew exactly what to do and did everything I asked – they didn’t have to – but they did and they did it fast!”

Leo Pascuzzi, Site Superintendant
Trafalgar Enterprises

Several months ago I got an email from Michael Andrew Wilson. He read my Little Red Book of Selling and Little Black Book of Connections, loved them, and wrote to tell me about it. Very nice compliment, with one notable addition. Michael lives in Paris, France. He moved from Newport, Rhode Island, to Paris in 1989.