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Hub You - This is a Sales Call: How to Begin Prospecting Calls with Integrity
Many businesses do extremely well when using direct mail marketing techniques to sell their wares and goods or drive traffic to their retail establishments. But the best direct mail marketing companies sell products and services for the home. In fact the industry surveys show that those companies, which sell home products have a 35% greater return on investment for their direct mail marketing coupon package expenses.Why do you suppose this is? Well consider that you are advertising into the home with direct mail marketing and if you are selling services or products for the home you have their attention. Of all the businesses who say that they get the most out of direct mail; most are services like pool cleaning, landscaping, deck washing and best of all home alarm systems, as it rated better than all the rest.Also on the list are patio enclosed decks, shutters and driveway resurfacing. So if you are selling any kind of product or service for the home it makes sense to get your advertising into the home where it will do the most good. Remember this and if you are selling home security systems, this is the best place to advertis
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people rep
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLINGClients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps. Seven simple internal and intuitive attitude shifts… and the exact action items that will kick your business up a notch.These effective and powerful steps won’t come as any mystery to you, but if you take them to heart, they will absolutely and emphatically build your business naturally and authentically.My advice to you (from someone who has struggled and been exactly where you are now) is to love, embrace and believe in yourself. Because I know how easy and realistic it is for you to become a successful solo professional.Combine these simple insights with the gifts you have within yourself to create an abundant, joyful and prosperous business and life.SEVEN KEYS TO BOOKING YOURSELF SOLIDKey 1: Focus On Solutions no matter what you say, think or do. Take the attention off of yourself, your business and your services. Every second of every day stay focused
“Sharon DREW Morgen.”
“What? Sharon Morgen?”
“No. Sharon DREW”
“Um. Hello. Are you Mrs. Drew?”
“Ms. Morgen. That's me. Is this a sales call?”
“Um. Hello. No. I'm with XYZ bank and I'm giving you a service call.”
“Regarding what? I don't do business with you. And you're not supposed to be making a telemarketing call on me. So what type of service are you offering for free?”
“Well, it's not for free. But we thought you'd like to know about our new banking services.”
“Ah. So it IS a sales call.”
“We're not allowed to say that.”
This call really happened.
Years ago I lost a large piece of business because I advocated telling prospects, “This is a sales call.” For some reason, the Sales Director was appalled that I would announce it was a sales call. Who would prospects think they were speaking with? Their wife? Their mother? A relative? A friend? I'm a stranger, obviously. And why would I be calling them? Would I be from their child's school, announcing a problem? Or from the neighborhood, with a report of a house on fire? How about a person from the cleaner's, telling them I'd lost their new suit?
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people rep
If you are thinking about preparing some marketing pieces to mail out to some potential customers concerning loan products that your company offers, you need to have an understanding of the rules that apply to mortgage advertising. Although the rules vary by state, it is helpful to review what rules some states have issued concerning the marketing of mortgage loans.Here’s an example of a restricting statute from Connecticut’s Non-depository First Mortgage Lenders and Brokers statute that closely regulates the advertisement of mortgage loans:Sec. 36a-497: (Formerly Sec. 36-440l). AdvertisementsNo person licensed pursuant to section 36a-489 shall:(1) Advertise or cause to be advertised in this state, any first mortgage loan in which such person intends to act only as a first mortgage broker unless the advertisement includes the following statement, clearly and conspicuously expressed: BROKER ONLY, NOT A LENDER; or(2) In connection with an advertisement in this state, use (A) a simulated check; (B) a comparison between the loan payments under the first mortgage loan offered and the loan payments under a hypo
“Well, it's not for free. But we thought you'd like to know about our new banking services.”
“Ah. So it IS a sales call.”
“We're not allowed to say that.”
This call really happened.
Years ago I lost a large piece of business because I advocated telling prospects, “This is a sales call.” For some reason, the Sales Director was appalled that I would announce it was a sales call. Who would prospects think they were speaking with? Their wife? Their mother? A relative? A friend? I'm a stranger, obviously. And why would I be calling them? Would I be from their child's school, announcing a problem? Or from the neighborhood, with a report of a house on fire? How about a person from the cleaner's, telling them I'd lost their new suit?
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people rep
The Mail Order business is not a business of itself, but is another way of doing business. Mail Order is nothing more nor less than selling a product or service via advertising and the offers you send out by mail.Therefore, to start and succeed in a mail order business of your own, you need just as much, and in some cases, more business acumen than you would need in any other mode of business.Remember too, there are good guys in mail order, and there are bad guys, just like in any other business. So, your best bet for a proper start with the greatest chance for success is after a thorough investigation of the products being offered and being sold; an analysis of the costs involved to get a fledgling mail order operation off the ground; and a good sixth sense of what your potential customers will buy. You'll need a great deal of patience, and persistence as well.Mail order is over saturated with plans, directories, sales materials and products that have been around for ten, fifteen, twenty years and longer. Many of these materials were not that good in the beginning, and yet they're still being sold as quick secrets to w
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people rep
With the recent improvements in medical science, and the startlingly sharp rise in the elderly population of most developed countries, it comes as no surprise that the demand for skilled health professionals has soared dramatically. Most notable among these are the increasing demands for both nurses and nursing assistants.Nursing assistants, in particular, are much sought after due to the great increase in their need among nursing homes, and private residence care. Nursing assistants can either work in institutions, or can be contracted to care for patients in the patients own homes.This is the only logical alternative for those with no one to care for them, or for those patients whose family members cannot provide the constant and persistent care that may be needed. And even if family members did have the time to devote, in all probability, they will lack the necessary nursing skills to provide the proper care.Ever Increasing NeedThe demand for these occupations has skyrocketed in recent years. As a result of this dramatic increase, most countries face a serious lack of skilled health care professionals, and
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people rep
One of the unique ways about Canadian organizations is their choice of corporate or cultural gifts. In many cases for both companies doing corporate business and political organizations conducting cultural affairs internationally is the use of Inuit Eskimo soapstone carvings from the Canadian Arctic as gifts. This is especially true for gifts to foreign individuals, organizations or heads of state. In the world of commerce, Canadian corporations doing international business abroad have brought over Inuit soapstone carvings for their current or prospective foreign business partners. Asian and European companies have accepted Inuit soapstone carvings as corporate gifts with much delight since Inuit art is as exotic to them as Ferraris are to North Americans. Indeed, when doing business in Japan or in fast growing China, Canadian Inuit art will be a very useful tool for building long term business relationships. This is also true for making inroads in the developing European markets as well.Inuit Eskimo soapstone carvings from the Canadian Arctic have been used as cultural gifts for many years. Foreign royalty, presidents and oth
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people repeat the prospect's name because he thought people loved hearing their own name spoken. Whether that was because the phone systems in 1937 weren't that great, or because that was a commonly accepted belief, it's no longer the case. When we really know someone, we rarely use their name. Intimacy means never have to say someone's name – there's just this eye contact people have, or a special way of saying ‘Hi. It's ME.”
Of course you use people's names – I'm being slightly facetious here – but not repeatedly during the same conversation, and not often, when you know someone well.
When you over-use a prospect's name, it becomes a ploy to manipulate them into liking you so you can fantasize that you're their friend, and convince this person that you want or have A RELATIONSHIP.
But it's not true. Hearing their name spoken repeatedly by a stranger makes prospects feel even more detached.
And what about the assumption that they're sitting there, waiting for this call, with nothing else to do but take the call – even if it's a bank they do business with, or a charity they donate to?
What is it about a sales call that makes it about the sales person anyway? What makes it about the product? Why is it even about a sale?
Why not make a sales call – even a prospecting call – a
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