This is the Transcript of the #WeddingMarket Chat on April 23rd, 2014 with Barb Girson from My Sales Tactics.  The answers were made on Twitter so responses will appear different.

Barb Girson, Biography

Barb Girson is CEO and President of My Sales Tactics, a professional skill development, sales training and business coaching / consulting company.  Clients include national / international companies, sales teams and entrepreneurs who want to build their sales confidence, get into consistent action and grow sales.

My Sales Tactics™ was born out of Barb’s desire to return to this entrepreneurship and use her energy, experience, and expertise to help like-minded individuals in the business realize their own goals. Barb, founder and president, is a highly interactive creative speaker, coach and author, offers her approach to successful systems and tactics through workshops, meetings and teleclass training.

Girson has been featured in USA Today, appeared on CBS This Morning and Fox 28 News/Columbus. She has been quoted in numerous regional / national publications. Girson is a sought after authority speaking on women in sales, direct selling, email / event marketing and entrepreneurs. In addition, Barb is actively involved in numerous associations and has received a number of awards.

 

 Q1:  How did you get involved with sales ?  

Answer:

Barb Girson: I was invited to Tupperware Party. I did not want to go, and to my surprise the home party turned out to be fun!

 

 Q2: How did you come from dead last to the very top in sales?  

Answer:

Barb Girson: 3 distinct actions:1) Being a learner, 2) Being willing to fumble & make mistakes and 3) Hard work

 

 Q3: What are the most common networking concerns?  

Answer:

Barb Girson: My  3 P’s 1. Fear of Being PUSHY,  2. Plagued by Perfection (I am a recovering from perfectionist!) 3. The Pessimism of Possibly Hearing NO

 

 Q4:  How do you conquer the fears of being pushy?  

Answer:

Barb Girson:  Keep the focus on what  you do for others versus to them. Keep your lense on them, not YOU.

 

 Q5:  How does being a introvert or extravert affect your networking strategy?  

Answer:

Barb Girson:

Everyone has a volume control. If you an extrovert, turn the volume down at times to increase effectiveness. Learn to modify to connect. If you an introvert, amplify your volume control from time to time to increase your effectiveness. The key is to adjust to connect with the person/people you are trying to reach. Increase your self-awareness and notice how your actions are landing on others.

 

  Q6: How do you release yourself from the idea that your delivery needs to be perfect?  

Answer:

Barb Girson:   Never stop improving and being the best you can be. Focus on progress not perfection. Perfection can be a liability.

 

  Q7: How do you be mindful of the fact that receiving a ‘no’ is not a personal rejection or personal attack?  

Answer:

Barb Girson: If we don’t recognize that No is rarely about us, it will hold us back. We will go out of our way to avoid hearing no. In the process of trying to escape the NO, we miss opportunities. Befriend the No or at least desensitize yourself to the impact of No. When you hear no, say, “Thank you for your honesty. Is that no not now or now never?”

 

Q8: What are the 4 Ways to Effectively Network to Build Business Relationships?  

Answer:

Barb Girson:  1)  Network formally at ‘networking events. 2) Network through your warm circle – who do they know.

3) Network through introductions and referrals 4) Network through organizations of like-minded individuals.

 

 Q9: How to Indentify and steer clear of Business Networking Ninjas?   

Answer:

Barb Girson:    oooooh… Networking Ninjas. (BNN)They are focused on themselves, short-term gain and rushing the sale. Like a first date that makes advances too soon.  It is a turn off.

 

 Q10: Why Do Business Networking Ninjas fall short of business perfection?  

Answer:

Barb Girson:  (BNN) don’t get it. They do not realize that networking if it were a cooking method would be  slow-cooking not microwave popcorn. They do not understand that effective networking is to give to get. Be curious about other people and how you can help them.

 

 Q11: What are the main ingredients in building strong business relationships?  

Answer:

Barb Girson:  Trust is a big factor. Trust is built when others feel you are putting their interests ahead of your own. Trust has been tarnished in some businesses. So that is a great place to start.

 

 Q12: . Why is Networking with People with mutual interest beneficial ?  

Answer:

Barb Girson:  People do business with people they know, like and trust. We like people who are like us. Find people who you have mutual interest and common ground and the like factor goes up quickly.

 

 Q13: How Long Does It Take For Most professional relationships to form?  

Answer:

Barb Girson:  Most professional relationships form after 7 contacts. If you networking on line it might take up to 16 contacts. A contact is a satisfying conversation or shared experience.

 

 Q14: Why Should You Forgo the pursuit of networking for the immediate outcome?  

Answer:

Barb Girson: Worth repeating, networking builds over time. A slow cook. It is a contact sport. Find ways to move the business relationship forward.    

 

 Q15: Do you have any events or interesting projects coming up?   

Answer:

Barb Girson:  Yes, glad you asked. I am holding a in June for Unforgettable Follow Up. This is a one day training program for all those networkers. We meet by phone and I offer inspiration,training and motivation to follow up effectively with your leads.

 

 Q16:What would you like everyone to take away from this  chat?

Answer:

 

Barb Girson: Network for new work. It is in your hands to build a strong supportive network. Leads are everywhere! Visit http://mysalestactics.com/sales-ebook to get a free copy of “My Award-Winning Sales Strategies” eBook.

 

#WeddingMarket Questions From Twitter:
1. @Wed_Developer How do you network without it coming off as a “sales tactic’?
Answer:
Barb Girson: Great ? Be a human person. Be sincere. Laugh! Be present. Ask ?’s about them….Avoid: rushing the sell. Talking more than listening.

 

2. @MegKellett  Best (affordable) ways to get visibility for your business? 
Answer:
Barb Girson: Prepared to exchange biz cards with leads when out. Chat with people, b friendly

 

3. @Wed_Developer How do you shift your sales tactics w/ #weddingpros? Are they the same across the board or different?
Answer:
Barb Girson: Great ? Same = canned. Be conversational to uncover opportunities. Personalize

 

4. @SeacoHarbEVENTS thoughts on effective marketing hand-outs? Other than business cards; flyers, postcards, something tangible?
Answer:
Barb Girson: Love this ? TY, b memorable. b creative. I recently did M&M’s with my picture on it

 

5. @BridalBalance How do you prioritize social media?  
Answer:
Barb Girson: I prioritize face-2-face contact, phone +text ahead of social media if time is limited.