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| Jim Meisenheimer |
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How's Your Elevator Speech
Look, every entrepreneur and professional sales person needs an elevator speech. Let me explain.
How many times a year are you asked the question, "What do you do?" I'm sure you hear the question often especially when you're working and at social gatherings.
When I ask people, "What do you do" I'm amazed at how few people can articulate crisply, clearly, and concisely what it is they do.
Last week I joined an organization called Y.E.S. which stands for Young Entrepreneurs of Sarasota. I knew ...
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| Kathy Maixner |
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Forget Closing the Deal - Get the Appointment!
There rarely is a sale without a face-to-face encounter with the prospect. Now that that’s settled, let’s talk about what salespeople can do to improve their sales performance. Let’s start by looking at securing the infamous sales appointment. If you’re hearing your prospects say something to the effect, “I’m not ordering” or “I’m perfectly happy with my current supplier”, take it personally!
Salespeople who are less than successful in securing appointments are sometimes t...
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| Jeff Hardesty |
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10 Powerful Methods of Sales Lead Generation
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?
If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article.
If you answered Yes, then you're going to be very excited to read not only this article but the rest of the ...
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| Jim Domanski |
7 Steps to a Perfect Follow Up Call
In many ways, a follow up telephone call to a prospect is more challenging than a cold call. It’s here where the selling really gets rolling; where your value to the client manifests itself; and where substantive information is gathered. Here are eight proven tips to make the very most of the follow up call.
Tip #1: Get commitment for the follow up.
First, get commitment regarding the precise date and time of your follow up call. Don’t say, “I’ll call you next week” or “I’ll follow up Thursday after lunch.” Instead, say, “Clayton, I would like to recommend we set up Tuesday, the 16th, at say, 8:45 to review it in detail and determine the next steps if any. How does that sound?”
If the client will not commit to a specific date and time you are probably wasting your time. Politely bow out by saying, “Clayton I am a little reluctant to send out that proposal if we can’t agree to a follow up date and time. If now is not the time to review your current situation I understand completely, and what I would like to recommend is that I call you next quarter and determine how things stand then.”
Tip #2: Send a Thank You Note
After the call send a thank you note. If you have the time, send a handwritten thank you card because it makes a powerful impression. Handwrite the envelop and use a real stamp!
If you don’t have the luxury of time, send an e-mail. But whatever you do, don’t promote yourself your products or services. Make the thank you about the client and nothing else.
Tip #3: E-mail a “curious” reminder
The day before your follow up call, send an e-mail and remind your prospect of the follow up call. Create curiosity in your subject line: “Clayton, about our telephone appointment for August16th, and an article of interest.” There is a hint that maybe the date and time has changed and this usually compels the client to open and read your e-mail.
In the body of your e-mail, confirm the date and time of the appointment. Provide a very brief agenda and remind the client about the problem or the opportunity that you discussed earlier. This helps the client say, “Oh ya…that’s why I committed to the call. I better take it.”
Tip #4: Add value in a PS.
Notice in the subject line above there is a reference to an article. At the end of your e-mail add a P.S. that says something like. “Clayton, in the meantime, here’s an article I thought you might enjoy regarding…”
The article may be about your industry, the market, a product or better yet, something non-business related that you had discussed in your i
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