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A New Call

Look to interview people. It's a better approach than trying to sell sell sell. Interview them with the end point being a better understanding of what challenges they encounter and what they do to overcome them. The client could be relying on colleagues within their circle. Looking online for answers is familiar, but time-consuming. Or they might be looking at what the budget might be set at for the next quarter. Next and most importantly is to prepare a list of questions to ask that would generate interesting answers!  Rely on manufacturers pages and their input.  Find highlights of products, best sellers, best practices, cutting edge, state-of-the-art products that are ready to replace existing obsolete worn out old tired ways of doing things. That's what people are going to get excited about. And dynamic is what you've got to be. You've gotta have an excitement in your approach. Develop charisma and speak with intelligence. Don't be stopped stumped.
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What To Do When it All Goes Wrong

There are times when things just go wrong.   Struggling to speak on the phone,  can't qualify prospects,  or closing opportunities.     The sales brick wall has happened to me at times over the years.  We cant always perform 100%+ every day. - If I know what I'm doing, then  I'll keep doing what I need to do  to be successful. Even if nothing is closing right now,  I realize that I have to continue prospecting with the goal something will close 6 months from now. - If I'm not having a lot of luck finding new prospects, I know that  keeping in touch with my sold customers is necessary  for all the right reasons.   - If I haven't changed my presentation in 6 months, I know that I need to re-tool to meet changing market needs or competitive pressures. Keep doing the things you know you have to do so your current lull doesn't turn into a lasting hush. If you make a mi...
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Excellence

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Excellence is never an accident.  It is achieved in an organization  only as a result of an insistence on the highest standards of performance.  It requires an unswerving expectancy of quality. Excellence is contagious. It infects and affects everyone.  It charts direction. It establishes the criteria for planning.  It provides zest and vitality.  Once achieved, excellence has a talent for permeating every aspect of the life of an organization. Excellence demands commitment and a tenacious dedication from the leadership of the organization. Once it is accepted and expected, it must be nourished and continually reviewed and renewed.  It is a never-ending process of learning and growing.  It requires a spirit of motivation and boundless energy.  It is always the result of a creativity conceived and precisely planned effort. Excellence inspires; it electrifies.  It potentializes every phase of an organization’s life.  I...
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Bounce

" Life is not about how fast you run, or how high you climb, but how well you bounce." -Max Ehrmann
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Know Your Consumer

Alter you Marketing Projects accordingly.... 1. Research   To identify why the target consumer is seeking your good and services so that you can create a more targeted marketing campaign. - Maybe it's all for the lowest cost. Maybe its not. - Perhaps they're more attracted to  another   assurance  you can provide. 2. Define Segments - If you are like most goods and services providers, you will have multiple demographics.  And your multiple target  demographics  will have diverse triggers they will seek when deciding upon a goods or service provider.  - As such, you must define the key factors that influence their purchasing decision in advance of initiating your marketing campaign. (eg. price, abilty, timeliness) 3. Develop Specific Messages for Specific Segments - Finally, once you have identified your target groups and have identified the traits that will motivate them to buy YOU, create specific marketing messag...
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No-Shows hmmm...

What to do when people schedule time to meet/speak with you, yet are no-shows? Learn what to say to avoid this from happening and review a script format (found below) that will increase in-person/phone appointments kept and increase your closing percentage. The one thing you must do to avoid no-shows.       By Scott Channell It happens to all of us. We schedule a phone appointment or time to meet someone at their office and they cancel or worse yet... are no-shows. What do you do? Particularly if this happens with a decision-maker at a very desired account? A coaching client related that she had scheduled two phone appointments with a top dog... only to have them no-show on her. The objective is to close a deal. People who blow you off obviously don't "get" your value. Particularly if they don't practice common courtesy and contact you to cancel the meeting... or call you to apologize profusely for the circumstances under which they could not keep their commitment. ...
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The 7 Stages of a Referral Generation

(courtesy of Duct Tape Marketing) Referrals happen, thank goodness, but for too many, they happen randomly, almost accidentally. One of the keys to tapping the systematic generation of referrals is to identify and address the customer touch points that add up to lead a customer to the logical and emotional decision that your organization is referable. I say this often, but it’s worth repeating - every person, place and thing in your business that comes into contact with a prospect or a customer is performing a marketing function. Your organization’s referability is being decided by the sum total of those contacts. It’s so important to figure out the critical stages involved in developing a customer and then fill the gaps in every contact - by fill I mean, make sure that every contact is a marketing contact - and that includes things like delivery, customer service, even billing. The 7 Stages and logical touch points along this customer referral life cycle look something like this. 1...
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