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NATIONAL ASSOCIATION OF WOMEN BUSINESS OWNERS � CALIFORNIA � WINTER 2011
Throughout my years as a sales coach, one of the questions that my clientssometimes ask is, “Why didn’t I get the sale?” I say, “sometimes” becauseno one really wants to talk about lost sales. We don’t even like to admit
that we didn’t get the sale. But I want to tell you that sometimes not getting thesale isn’t a bad thing. And, there are things you can do to reduce the amount ofsales you don’t get. The reality is you aren’t going to get every sale. Nor wouldyou want to. It is important to remember, though, that selling begins in yourmind. When I wrote Selling with Intention, my primary goal was to teach salesprofessionals and entrepreneurs that they had a lot more control over selling then
WHY DIDN’T I GET THE SALE?HERE ARE FOUR REASONS WHYby ursula mentjes, m.a., acc
TODAY'S POLITICS, TOMORROW'S ECONOMIC IMPACT ON BUSINESS! 10th Annual NAWBO-California Public Policy Summit
March 7th & 8th Sheraton Grand Hotel, Sacramento
With the continuing emphasis in the news on higher taxes and workcomp rates, healthcare transformation and possible cost increases,it's more important than ever to become better educated on the
issues that impact business here in California and engage with yourelected officials. Join fellow women business-owners in our statecapital for a Public Policy training and educational Summit.
IN THIS ISSUE
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Owners of California Business. Power. Influence.™
Why Didn’t I Get The Sale? . . . . . . . . . . . . . . . .1
NAWBO-CA Public Policy Summit . . . . .1
President’s Message . . . . .2
Members In The News . . .3
Stellar Solutions CEOInducted To EngineeringHall of Fame . . . . . . . . . . . . .3
Invent Your FutureEnterprises . . . . . . . . . . . . . .4
SBA AnnouncesContracting Program . . . .4
Meet The California Chapter Presidents . . . . . .4
California FTB Taxpayers’Rights Advocate . . . . . . . . .5
Q&AWith Kathy Dawson . .6
NAWBO CaliforniaCorporate Partners . . . . . .7
NAWBO-CA ChapterSpotlight . . . . . . . . . . . . . . . .7
Meet The CaliforniaExecutive Board . . . . . . . . .8
Futurallia Conference . . .10
NAWBO-CaliforniaNational Association ofWomen Business Owners
714-832-5012www.nawbo-ca.org
“If you aren’t involved in public policy, thenyou are letting politicians run your business.”
Cecelia McCloy, President, Integrated Science Solutions and NAWBO CA Public Policy Co-Chair
2
NAWBO means business. Get involved.
PRESIDENT’S MESSAGECarla Cobb Davis, President, NAWBO-California
BizBox Technology LLC, www.bizboxtechnology.com
The year 2011 has rung in with more promise than2010. We remain cautiously optimistic and itappears that a number of companies are hiring
again, which is a good sign that the economy is slightlyimproving. We’re getting close to achieving the following NAWBO
California targeted goals for 2011: • Provide more NAWBO CA chapter member visibility
opportunities:a) New website—launching this month, to include
three new directories:1) CA chapter member business directory2) CA chapter member directory of certified
women-owned businesses3) CA chapter member international business
directoryb) Publish e-newsletter that includes (among other
features):1) CA chapter member awards2) CA chapter book launchings—accomplished3) CA chapter members “In the News”
• Provide an even stronger and more vibrant 2011 PublicPolicy Summit on March 7 and 8 in Sacramento:a) Two-day summit to combine board training and
public policy trainingb) More involvement of the general NAWBO CA
chapter membership c) Networking with members throughout NAWBO
CA • Provide leadership and board educational opportuni-
ties to our chapter leaders and their members: a) Access to leadership webinars by “Invent Your
Future Enterprises” for NAWBO CA chaptermembers—test run accomplished
b) First board training for chapter leaders, led byRachel Owens, Orange County chapter andNAWBO CA Vice President of Education—scheduled for the Public Policy Summit
The NAWBO California Executive Committee is posi-tioning itself for the next five years to brand, expand andexecute these goals. We have a line of excellent prospectiveleaders who believe in our mission and are willing to lendtheir expertise for the continuance of our strategic plan.I have five months remaining in my term as President
and have a lot to accomplish before leaving office in July.Almost all of the above goals are becoming a reality soon,all due to the excellent work of our Executive Committeeand Tammie Fletcher, our NAWBO CA administrator. APresident is only as good as the board she leads, and Ihave nothing but praise and high fives for this board ofdedicated leaders who will continue to lead NAWBO CAin the future. Regretfully, Tammie Fletcher, will be leaving us in March
to accept another position that provides her with an out-standing opportunity for business growth. Tammie hasbeen with NAWBO CA for approximately eight years andwe’ll miss the history that only she can provide for us. Wewish the best for Tammie and also congratulate her on hernew business venture. I leave you with the wise words of Pearl Buck (with a little
personalization from me): “All things are possible until theyare proved impossible—and even the impossible may onlybe so, as of now, but we NAWBO women make it possiblebecause we find a way to make the impossible happen!” For 2011, I wish you all a year of prosperity and good
health and may the Gods shower us with wisdom, love,life, lots of money, and few HR problems. •
NAWBO CA Business Leaders:
“For what is done or learned by one class of women becomes, by virtue of their common womanhood, the property of all women.”
Elizabeth Blackwell
3
Stellar Solutions CEOInducted Into SiliconValley Engineering Hall of Fame
Celeste Volz Ford, CEO and Founder of StellarSolutions, Inc., and NAWBO Silicon Valley mem-ber was selected for induction into the Silicon
Valley Engineering Hall of Fame. The distinction isbestowed on engineers and technical leaders in SiliconValley who have demonstrated outstanding professionalachievement and have made significant contributions tothe field. Ms. Ford joins the high-caliber ranks of previousinductees, including Dr. Douglas Engelbart, inventor of thecomputer mouse; Dr. John L. Hennessy, President of StanfordUniversity; Dr. Robert N. Noyce and Dr. Gordon E. Moore,co-founders of Intel; and Dr. William R. Hewlett and Dr.David Packard, co-founders of Hewlett-Packard. TheSilicon Valley Engineering Council is an umbrella organiza-tion of over 40 member and affiliate professional societiesrepresenting 60,000 engineers, scientists and technologistsin the high-tech Silicon Valley region. Inductees are select-ed on the basis of their professional achievement, service tothe profession and contributions to the community.Since founding Stellar Solutions in 1995 as a small
woman-owned business, Ms. Ford has led the firm to itscurrent position as a recognized leader in providing highimpact engineering services to critical government andcommercial aerospace-related programs, both national andinternational. Ms. Ford oversees the stellar constellation ofcompanies, which includes Stellar Solutions, Inc. (engi-neering services), Stellar Solutions Aerospace Ltd. (UK-based affiliate), QuakeFinder (humanitarian R&D divisionof Stellar Solutions) and the Stellar Solutions Foundation.Ms. Ford is a widely respected personality in the industryand has won multiple awards throughout her career. Sheserves on the board of numerous organizations and active-ly works in community and charity outreach.Stellar Solutions is a global provider of system engineer-
ing expertise that distinguishes itself by satisfying cus-tomers’ critical needs on diverse defense and intelligencerelated projects, international and commercial satelliteprograms, and NASA’s science missions. Stellar has officesin all the major space development and operational hubs:California, Colorado and the Washington, DC area, andalso in London through an affiliate, Stellar SolutionsAerospace Ltd., a global aerospace engineering servicescompany. For additional information about Ms. Ford andStellar Solutions, visit www.stellarsolutions.com. •
NAWBO-SV Member Joanne Taylor And Provista Software International Featured In Silicon Valley/San Jose Business Journal
NAWBO Silicon Valley member and Provista CEO
Joanne Taylor was profiled in a recent issue of the
Silicon Valley/San Jose Business Journal. Her company,
Provista Software International Inc., has developed
software called PR*VIDE that is used by public safety
agencies and government offices to monitor and track
equipment, supplies and evidence. She has now has
plans to go international, following up on interest from
the United Kingdom and Israel.
You can read the article in it’s entirety at: http://www.
bizjournals.com/sanjose/print-edition/2010/12/17/pro-
vista-helps-government-manage-assets.html
NAWBO-LA Member Betsy Berkhemer-Credaire LaunchesTrufflepig Search, Capitalizes onRecruiting Social Media Execs
Hiring strategic communications
professionals who know how to uti-
lize social media for business is one
of the greatest challenges faced by
companies today. A new search firm
called Trufflepig Search has been
launched by NAWBO-LA member
Betsy Berkhemer-Credaire’s parent company
Berkhemer Clayton Executive Search, to help client
corporations find business-savvy public relations and
marketing professionals in the U.S. and Asia.
Focused on recruiting “business-savvy” social media
communicators who can drive corporate reputation
and brand strategy, Trufflepig Search serves client cor-
porations and marketing/PR agencies that want strate-
gic social media engagement with their target audi-
ences, customers, employees and stakeholders.
For more information, visit: www.trufflepigsearch.com.
MEMBERS IN THE NEWS www.nawbo-ca.org
meet the californiachapterpresidents
Christina S. Loza, Esq.
Loza & Loza, LLP
Patent, Trademark, and
Internet Law Firm
Business Owner for 5 years
Madelyn Alfano
Maria's Italian Kitchen
Privately-Owned Italian
Restaurant Chain
Business Owner for 30 years
Kathy Dawson
Dawson & Dawson
National Search &
Staffing
Boutique National
Search & Staffing Firm
Business Owner for 3 years
Paula Lee
National Analytical
Laboratories, Inc.
Environmental
Consulting & Testing
for Hazardous Materials
Business Owner for 18 years
INLAND EMPIRE LOS ANGELES ORANGE COUNTY SACRAMENTO
MEMBER BENEFIT FOR ALL NAWBO CA CHAPTERS
Invent Your Future Enterprises Is New Affiliate Partner to NAWBO CA
4
We are pleased to announce a NAWBO CA
Member discount for all programs in Invent Your
Future Enterprises’ 2011 Webinar Series!
These high-quality educational programs are designed for
entrepreneurs and business women and feature top-level speak-
ers. Sessions are timely, conducive to learning, inspirational and
will help provide small business owners with the skills needed to
build their businesses. The webinars offer a high-value educa-
tional program at a very low cost. We invite NAWBO CA mem-
bers to plan a lunch-and-learn session for their employees.
Tailored for women in all functional areas: marketing,
finance, consulting, engineering, sales, technology, customer
support and more.
Dynamic learning environment: arrange follow-up sessions
with your team to discuss key takeaways and strategize on
applying the tips and techniques to drive business results.
The webinars focus on building critical skills in areas such
as leadership development, communication and negotiation.
The next topic planned for the 2011 year’s series:
• Work + Life: Finding the Fit That’s Right for You
Wednesday, March 16, 2011, noon PST
Creating and maintaining work/life balance while advancing
your career (from multiple viewpoints: single mother, those
dealing with eldercare issues, sole breadwinner in family, etc.)
To register, visit www.inventyourfuture.com and click on
the Association Partner button where you can register for
the 60 minute sessions for a reduced NAWBO rate of ($20).
Please identify yourself as a NAWBO member from the pull
down menu. If you miss the live event you may purchase a
recording after the event.
If you need a direct link to the reg page please use
http://regdesk.com/IYF/indexNP.htm •
SBA Announces Contracting Program For Women-Owned Small Businesses First Contracts Expected to be Awarded through WOSB
Program By Critical Fourth Quarter of Fiscal Year 2011
Women-owned small businesses can begin tak-ing steps to participate in a new federal con-tracting program on Friday, Feb. 4, the U.S.
Small Business Administration has announced. The newWomen-Owned Small Business (WOSB) Federal ContractProgram will be fully implemented over the next several
months, with the first contracts expected to be awarded bythe fourth quarter of fiscal year 2011.
The WOSB Federal Contract Program will providegreater access to federal contracting opportunities forWOSBs and economically-disadvantaged women-ownedsmall businesses (EDWOSBs). The Program allows con-tracting officers, for the first time, to set aside specific con-tracts for certified WOSBs and EDWOSBs and will help
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California FTB Taxpayers’Rights Advocate
The Franchise Tax Board held its annual Taxpayers’ Bill of
Rights hearing on December 2, 2010. This meeting is a great
venue to address important tax policy recommendations to
the three-member Franchise Tax Board and the FTB’s
Taxpayers’ Rights Advocate and staff. Suggestions can also
be submitted at any time of the year to the FTB’s Taxpayers’
Rights Advocate, Steve Sims. He can be reached at
916.845.7565.
One of the proposals presented by Gina Rodriguez, EA, of
Spidell Publishing, was to review the feasibility of allowing
business entities to file their Statement of Information (cur-
rently filed with the Secretary of State) with the FTB at the
time the annual informational return is filed. This would
reduce the rate by which business entities, including non-
profits, are suspended due to its failure to file the biennial
State of Information with the Secretary of State. When the
Secretary of State notifies the FTB of an organization’s fail-
ure to file, the FTB will assess a $50 failure-to-file penalty. It
is $250 for for-profit business entities.
When the nonprofit fails to pay the $50 penalty imposed
by the FTB, the FTB suspends the nonprofit. To revive, the
nonprofit must file a current statement of information with
the Secretary of State and must pay the $50 penalty and
file a revivor request form with the FTB.•
www.nawbo-ca.orgPUBLIC POLICY SUMMIT
Christine McDannell
Social Starfish
Social Media
Marketing Firm
Business Owner for 7 years
Barbara Mark, Ph.D.
Full Circle Institute
Leadership
Development and
Executive Coaching
Business Owner for 18 years
Maeda Palius
Palius + O'Kelley
Certified Public
Accountants
Business Owner for 17 years
Deborah Shea
Hellbent Marketing
Marketing, Website
Design, Packaging, and
Branding Firm
Business Owner for 7 years
Colleen King
Colleen King Insurance
Personal Shopper
for Insurance
Business Owner for 6 years
SAN DIEGO SAN FRANCISCO SANTA BARBARA SILICON VALLEY VENTURA COUNTY
5
(continued from page 1)
Summit topics include:
� Meet and hear Senator Curren Price, andAssemblymember Steve Bradford talk about small business benefits and contractingwith State of California, still the mecca forentrepreneurship.
� How will the new Health Care Legislationaffect business owners' physical and financialhealth?
� Is Workers Comp going up? Does small busi-ness have any other option then State Fund?
� State budget crisis: How can we help?
� Is increased tax laws in California a new reality?
� Public policy training: How to impact legislation.
And Much More! To Register or Gather More Information, visit:
www.nawbo-ca.org
Q&A With Kathy Dawson
NAWBO Orange County President
President
Dawson & Dawson, Inc.
Headquarters: Mission Viejo, CA
Offices: Irvine, Newport Beach, Orange
Business: Boutique Placement Firm—Direct Hire &
Temporary Staffing
Certified Woman Owned Business—WBENC
ON BUSINESS: What are the reasons you started your business, Dawsonand Dawson?
After having been in the search and staffing industry for24 years I saw a hole in the national presence. I opened tofill the void of a lack of superior service that only a bou-tique firm can fill. Our ability to be fluid in how we runour business, as well as take on every search from entrylevel to executive level, allows us to be a one stop shop forour clients. What is the biggest challenge in leading your company?
Finding the time and high quality staff to do everythingthat needs to be done as an entrepreneur. In my past life Ihad 120 employees that helped me get things done.What and who are your sources of support in a businesscrisis?
My mentors are industry experts and fellow NAWBOleaders.What is the smartest move you made to grow your business?
Hiring THE best talent and giving them autonomy todo what they need to do to get a quality job done.Where do you want your business to be in five years?
I will continue to grow nationally with multiple satelliteoffices. Do you think CA businesses will have better opportuni-ties for higher revenues in 2011 than 2010?
Definitely. I am seeing more hiring taking place whichis a great economic indicator. My client survey says that80 percent of the companies that we work with will behiring in 2011.What is your favorite business book?
Good to Great by Jim Collins. It speaks about how someare good and some are great. Hiring the right people and
putting them on the right seat on the bus is the key to thegreat company’s success. This is a must read for any busi-ness owner. What do you think it takes to be a successful business-woman?
Passion, integrity, commitment, goal oriented, hardwork-ing, resourceful, driven to succeed and results oriented.From what you have learned during your years of busi-ness; what is the best business advice you could sharewith your NAWBO colleagues?
There are 3 things that make a business successful.1.) You must have a good product or service; 2.) You musthave the funding to take your product/service to marketand last but not least; 3.) You must hire the right people tohelp you “make it happen.” Make sure you have all threeareas in line prior to risking your reputation in opening abusiness venture.
What is one good business reason that you feel you havegained from being a NAWBO member?
My NAWBO sisters have helped me keep my prioritiesstrait. I have enjoyed NAWBO because of the successfulbusiness women I have met. They have years of owningtheir own business and passionately running them suc-cessfully. I admire and respect those that have graciouslyoffered to be a role model for me.
ON LEADERSHIP: How do you define leadership?
Being a true leader is to be able to motivate others to betheir best and allowing them to see what they can be ifthey are willing to make the necessary commitments tosee results beyond their expectations.What is your leadership style?
Authentic, open, strategic and results oriented.What are the traits of a great leader?
A real leader is someone who is authentic to them-selves, realistic about their goals and passionate.Can those traits be taught?
Yes, with the exception of passion. You need to be able
6
KNOW YOUR CALIFORNIACHAPTER PRESIDENTS
“A real leader is someone who is authentic to themselves,realistic about their goals and passionate.”
7
NAWBO CALIFORNIACHAPTER SPOTLIGHT
to be passionate about life in general and then your pas-sion will follow in business.What was your biggest leadership learning experience todate?
It would have to be patience and assume the best ineveryone. Even when things are in the heat of themoment, you must understand that life is not perfect. How do you show up as a leader?
As a leader you need to be passionate, an expert and avisionary for your group with information to support thegroup. Do women leaders show up differently than men leaders?
Yes. Men tend to be all about the statistics/informationverses women who have statistics/passion/feelings to exe-cute their vision.What do you think you bring to your company thatmakes people want to be a part of it and stay with it?
The mutual respect and a sincere desire to see themsucceed. What leader inspires you to this day?
Oprah, Maria Shriver & Elizabeth Edwards.As the President of NAWBO Orange County, what hasbeen your favorite experience?
Hosting our signature event, Remarkable Women 2010.It was so rewarding to see these 3 women be recognizedfor their truly amazing contributions. •
NAWBO Ventura CountyApproximately 30 miles northwest of Los Angeles
Business demographics of the chapter area: Diverse—
some larger businesses, many smaller companies in the
10–100 employee range, a fair amount of agriculture in the
west part of the county.
Mission: NAWBO Ventura County is committed to educa-
tion and encouragement for the growth of women busi-
ness owners and creating an awareness of our presence
through a single voice in our community.
Two Goals to achieve this year: Grow membership and grow
membership (we’re down from our high of a few years back).
Member dynamics: Very mixed. Predominantly small and
solo businesses.
Name and date of annual event: The Bravo Awards, a din-
ner meeting this year, May 19th.
One “Best Practice” that has worked for the chapter:
PowerPoint display that runs via computer prior to meetings
which features information about the chapter and our mem-
bers.
Members that serve on the Board of Directors: Colleen
King, president; Sandy Allan, immediate past president;
Karen Smith, secretary; Jerri Hemsworth, treasurer; Elaine
Hollifield, program director; Carmina McGee, membership
director; Christa Nonnemaker, publicity director; Maura
Raffensperger, corporate partner director; Debbie Gregory,
public policy director.
Best lesson and experience learned from leading this
NAWBO Chapter: You can only do what you can do—no
one is superhuman. A good board and support is crucial.
I’ve learned personally a bit more about the benefit of del-
egation; you can survive it!
In the best of all worlds, how would you like NAWBO
Ventura County to be seen in the eyes of the business
world? A resource for business owners, the place to be if
you’re a woman business owner. A place for support of
your peers. •
Thank you to the NAWBO-California Corporate Partners
8
NAWBO CA President
Carla Cobb Davis
BizBox Technology LLC
www.bizboxtechnology.com
Business Training/Promotion
Through Technology
Business Owner for 14 years
NAWBO CA President-Elect
May Pon
M. Butterfield-Brown &
Associates, Ltd.
www.bbatax.com
Tax Preparation & Planning
Business Owner for 21 years
NAWBO CA
Immediate Past President
Betsy Berkhemer-Credaire
Berkhemer Clayton, Inc.
www.berkhemerclayton.com
Retained Executive Search
Business Owner for 37 years
meet the californiaexecutiveboard
VP of Technology
Sandy Allan
Technology & Operational
Solutions
www.tops-us.com
Call Center, Product
Fulfillment/Administration
Business Owner for 7 years
VP of Education
Rachel Owens
Succession Strategies
www.succession-strategies.com
Business Training and
Promotion Through
Technology
Business Owner for over 16 years
NAWBO CA Newsletter
Jerri Hemsworth
Newman Grace Inc.
www.newmangrace.com
Marketing and Brand
Specialists
Business Owner for 15 years
State Administrator
Tammie Fletcher
Associate Management &
Event Solutions
Non-Profit Organization
Management
Business Owner for 23 years
Secretary/PR
Adrienne Moch
Adrienne Moch
Writing & Editing
www.adriennemoch.com
Business Writer and Editor
Business Owner for 12 years
Treasurer
Jennifer Dizon
Hood & Strong LLP
www.hoodstrong.com
Full-Service Regional Public
Accounting Firm
Business Owner for 6 years
VP of Public Policy
Mary Griffin
Griffin & Associates
www.mjgriffin.com
Legislative & Governmental
Advocacy
Business Owner for over 30 years
VP of Corp. & Econ Dev
Ursula C. Mentjes
Sales Coach Now
www.salescoachnow.com
Sales Training and Coaching
for Entrepreneurs
Business Owner for 6 years
NAWBO California is a Consortium of Nine NAWBO Chapters Located in California
Inland Empire
Los Angeles
Orange County
Sacramento
San Diego
San Francisco
Santa Barbara
Silicon Valley
Ventura County
NAWBO means business. Get involved.
they thought. And that was the key—more than theythought. Selling begins in your mind, and when you “getthat” at a deep level, selling can become effortless.Think back to the last time you didn’t get a sale. How
did the interaction begin? How did it end? My guess isthat it was one of the reasons I am going to share with youbelow. After each reason, I am going to share a key strate-gy with you that you can implement next time to makesure you get it (as long as you want it)!
YOU DIDN’T ASK. Let’s face it. Sometimes you can have a phenomenal conver-sation with your prospect, and it feels like everything isgoing perfectly until the end of your time together. You canfeel the time creeping up on you, the hour is almost over,but you haven’t asked for the sale yet. Fear creeps up, stran-gling your vocal cords, and before you ask for the sale youfind yourself scurrying out to your car, trying to get yourkey into the ignition as quickly as possible. Looking backyou know you could have had the sale, but you didn’t ask.Strategy: Next time you are wrapping up a great appoint-ment with a prospect, save time at the end to take a breathand then simply offer at two to three solutions for them tochoose from. You will probably be surprised to find out thatby simply offering choices, you WILL get more sales. Or, letthem know that you will be writing a proposal, then set thenext appointment when you will be delivering it. Alwayshave the next step set before you leave.
YOU DIDN’T SET YOUR INTENTION.Not setting your intention is a lot like not asking for thesale. If you aren’t expecting the sale, you probably aren’tgoing to get it. Strategy: I always encourage my clients toset their intention ahead of time and actually visualize thesales process from start to finish. Being intentional aboutselling is like “assuming the sale”—or expecting that youare going to get it. Notice how you feel when you “expect”something to happen versus just “thinking” or “hoping”you are getting it. I recommend that you expect the saleonly when you are working with your Target Clients.Otherwise you will feel like you are just forcing the situa-tion rather than letting it unfold. Set your intention andexpect to get the sale.
YOU DIDN’T REALLY WANT IT.Deep down, at a gut level, you KNOW when a prospectwho is sitting in front of you isn’t a target prospect. A targetprospect is a prospect that fits your ideal client profile andneeds and or wants (or both) what you are selling. One of
the main reasons you set an appointment with a prospect isfor you to get to know them and for them to get to knowyou. During the process of assessing their wants and needs,you will figure out whether or not you really CAN solvetheir problem or help them with your products or services.Strategy: Maybe the last time you didn’t get the sale wasbecause you didn’t really want it. You recognized that forwhatever reason, this prospect wasn’t a good fit. And that’sokay. In fact, it’s better than okay because you did what wasin the best interest of the prospect. When you can’t help aclient, refer them to someone who can.
YOU DIDN’T BUILD RAPPORT.People buy from sales professionals they LIKE, KNOW andTRUST. It takes a different amount of time to build rapportdepending on personality types. Laura Bruno, owner ofSouthern California’s Referral Institute, teaches a great classcalled Room Full of Referrals. This class teaches you thedifferent personality types and how to sell to each one.One of the reasons you might not have gotten the sale isbecause you didn’t take the time to build rapport with yourprospect. You can tell whether or not you have built rap-port because they will either seem completely disconnectedfrom what you are talking about, or they will be engaged.Strategy: Taking time to build rapport can often be the dif-ference between gaining a new client, or shaking your headand walking away wondering what just happened. Askquestions, have open body language, make eye contact andget to know your client and their challenges so you candetermine whether or not you can help them.
Action Item: Think back to the last time you didn’t get thesale. Which reason above most accurately describes it? Whatcould you do differently next time? Can you think of a clientthat you think might have said yes if you had asked for thesale? Make a commitment to yourself to call that client andset another appointment. And then ask for the sale.Not getting the sale often makes room for the next “big
client” that is trying to get to you. The next time you don’tget a client, and you know it was because they weren’t afit, just be grateful. I can almost guarantee you that thenext one is right around the corner! •Ursula Mentjes, M.S., ACC is the founder of Sales CoachNow and the author of Selling with Intention and OneGreat Goal. She currently serves as the NAWBO-CA VicePresident of Corporate Partners and Economic Development,is Past President NAWBO-Inland Empire and Past Presidentof NAWBO-U (Inland Empire). You can visit her web-site atwww.salescoachnow.com.
9
WHY DIDN’T I GET THE SALE?(continued from page 1)
federal agencies achieve the existing statutory goal of fivepercent of federal contracting dollars being awarded toWOSBs.On Feb. 4, SBA will release instructions on how to par-
ticipate in the program, as well as launch the secure,online data repository for WOSBs to upload required doc-uments, on its website: www.sba.gov/wosb. SBA will alsorelease an application to become an SBA-approved thirdparty certifier for this program on that date. During theramp-up period over the next several months, SBA isencouraging small business owners to review program
requirements and ensure their required documents areuploaded to the repository. WOSBs also will need toupdate their status in the Central Contractor Registration(CCR) and the Online Representation and CertificationApplication (ORCA) to indicate to contracting officersthat they are eligible to participate. The General ServicesAdministration is currently updating these systems andthey are expected to be completed in April 2011.For more information on the Women-Owned Small
Business Program or to access the instructions, applica-tions or database, please visit www.sba.gov/wosb. •
10
NAWBO means business. Get involved.SBA CONTRACTING PROGRAM FOR WOMEN-OWNED SMALL BUSINESSES (continued from page 4)
SAVE THE DATE!
FUTURALLIA 2011May 18-20 in Kansas City, USA
The International Business Matchmaking Futurallia Conference
partners with NAWBO for their
first U.S. appearance
of the largest gathering of global-minded entrepreneurs in the world.
Futurallia will be connecting small- and mid-sized businesses from 30 represented countries worldwide.
NAWBO Chairman of the Board, Kelly Scanlon, skillfully negotiated partnership through her KansasCity contacts. This demonstrates the business power of NAWBO women.
Join NAWBO-CA leaders at Futurallia!For additional details,
please contact local Futurallia delegate and NAWBO-CA President, Carla Cobb Davis,
at [email protected] or [email protected]
or [email protected] or [email protected]
or call 1-408-899-5965