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Will You Add? - 3 Steps To Getting A Sales Meeting
Since Google released Google Earth and, more importantly, its Google Map API, there is now a new platform -- the Earth -- on which for developers to write web applications. First, there are the "mashup" products on various web sites, such as those listed on MapBuilder.net.Now there are applications that take the Earth based programming to a new heights and scale that have not been reached before. Claim The Earth (http://www.ClaimTheEarth.com ) was initially developed as one of these games that allow players to stake claims on land like a Monopoly game. The unique thing about this game i
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance
The most profitable mail order products are simple 3-to-5 page informational reports such as this one. Once you've got your act together, these 3-page reports can be produced for $10 per hundred or less, and sold for at least $200 per hundred.Generally speaking, everybody either in or wanting to get into mail order, feels that they have the final answer to what the general public will beat a path to their door to buy. The problem is that once they've invested a good deal of hard-earned cash and countless hours, their programs don't sell quite as well as they had hoped they would. Thus i
Advertising, direct mail, web sites and telesales all have their place but nothing beats the face to face interview. The first challenge is, of course, getting to speak to your prospect and arrange a meeting.
When you phone your prospect's organisation it's highly possible you won't get through initially even if you have their direct number. There's always an assistant, a colleague or voice mail to deal with.
# 1 Deal with the other person
1. Always be pleasant and polite. Use the person's name as soon as you know it but not over familiar.
2. Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on the phone for him."
3. If you're asked what it's about, say - "It's about the contents of a letter Mr Smith has received. (More later) Will you tell him that Alan Fairweather is on the phone for him please!"
4. If you're told that your prospect is in a meeting, find out what time they'll be out of the meeting and ask if it that would be a good time to call.
5. Thank the person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary."
None of this is easy but persevere and don't be nuisance. Always be friendly, firm and courteous with Mary.
It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product or service benefit or even a couple of questions at the start of the letter.
But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike.
2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on ........"
3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."
4. Follow up with a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present."
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance
Whether you presently own a retail or web based business and are looking for an additional profit center or you are thinking of starting a business, jewelry is a “no-brainer” choice for a proven product category. The buying public, (particularly women) never tires of jewelry as the choices in color, materials, finishes and styles are endless and innovations are continual. Every generation reinvents jewelry for itself in much the same way that it reinvents music and fashion. Styles change but the basic facts remain the same. If you are a seasoned professional, please consider the following a refre
1. Always be pleasant and polite. Use the person's name as soon as you know it but not over familiar.
2. Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on the phone for him."
3. If you're asked what it's about, say - "It's about the contents of a letter Mr Smith has received. (More later) Will you tell him that Alan Fairweather is on the phone for him please!"
4. If you're told that your prospect is in a meeting, find out what time they'll be out of the meeting and ask if it that would be a good time to call.
5. Thank the person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary."
None of this is easy but persevere and don't be nuisance. Always be friendly, firm and courteous with Mary.
It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product or service benefit or even a couple of questions at the start of the letter.
But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike.
2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on ........"
3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."
4. Follow up with a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present."
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance
Business, non-profit and association managers committing their public relations resources to (1) doing something about the behaviors of those important outside audiences that most affect their operation, (2) creating the kind of external stakeholder behavior change that leads directly to achieving their managerial objectives, and (3) doing so by persuading those key outside folks to their way of thinking by helping to move them to take actions that allow their department, division or subsidiary to succeed – greatly increase the chances of success for their operation.Thus, feeding the engin
It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product or service benefit or even a couple of questions at the start of the letter.
But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike.
2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on ........"
3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."
4. Follow up with a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present."
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance
It is a common belief that management and leadership are the same role. While it is common that a manager also plays the part of the leader, these two roles are truly separate in function and in the way they add to the success of an orginization. By understanding the difference between management and leadership you will become more effective in helping others see the road ahead.To understand the difference between management and leadership, consider the construction of a new road. To build that road there are workers, machinery and tools which are all vital in the road’s construction. Man
4. Follow up with a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present."
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance
It is often said that business cards are the most important marketing tool. Because of this fact, it is essential to invest in high quality, colorful and laminated business cards. Everyone you meet is a potential customer and you you’re your business card to serve as a miniature billboard that advertise your products or services.Some great ideas to stand out from the crowd would be to select an unusual color, typeface, or message. Make certain that your business card contains all the information necessary for people to remember it. The information you want to include is your name and
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4. Close - Ask for a short meeting at mutually convenient time
5. Deal with resistance - Acknowledge what the prospect says, outweigh with a benefit and close again
6. Don't use the word "appointment"
7. Don't start selling your product/service on the 'phone only sell the meeting
8. Don't say you'll send literature, say you'll bring it with you
9. Don't be pushy, be persistent and pleasant
10. Have a fall-back position. If they won't see you this time then ask if it would be OK to 'phone at an agreed time in the future - and make sure you do so.
You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up.
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