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Added for You - Increase Your Sales: Prospecting for Dollars
The Hollywood Mafia Industry and Corporate America share operational similarities. Take the scenario: Al Capone running General Motors or Jack Welch running the Bonnono crime family (One of the most powerful families out of the five original New York Mafia families). Larger than life, film replicates reality, inspires it and role models it. I am one who likes to learn from everything I do, whether that be watching television, or reading a book. The following letter brings to light how corporate America and organized crime are in the same operational mode.At the core of any relationship, there are certain rules and values. Going to work for the Mafia as many of us have come to know it, is similar to putting your suit on and going to work for GM. The only underlining difference is that of the rules from which each entity operates. The Mafia is in business for one and only one reason, and that is profitability. The corporation is in business for one and only one reason, which is profitability. Cut all the feel good - touchy feely stuff out. In reality, this feel good - touchy feely stuff is only a tool to attain the final purpose of existence. The core purpose as we have learned is your company’s reason for being! Well I beg to differ; the core purpose of any entity’s existence is to fulfill its personal agenda. What is different is the means used to attain these needs. The corporation exists for a purpose and so does the Mafia. They are both a set of organized entities that are governed by a set of rules driven by the founding member’s values.There are more ways than one that the Mafia is similar to corporate America, but I will not indulge you the reader in all these similarities and analysis. What I want you to
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in i
It’s a brand new year. You’ve got a fresh slate to turn your business into a publicity machine that generates favorable headlines that shine a light on your winning ways. In doing so, you can get known, build buzz, earn credibility, and generate a path of qualified leads to your door. What growing business doesn’t want more of all of that?If you are a newbie to public relations and need to jump-start your PR know-how, I invite you to subscribe to some excellent and FREE ezines that will deliver useful, powerful, and proven ideas to your email box on a regular basis.Ezine is short for “electronic magazine.” Ezines offer news your readers (clients, prospects and referral sources) can use to run better businesses or live better lives as a result of your expertise. They can be as simple as a free email tip sent to a list of people who have given you permission to market to them online (absolutely no spamming!) or as elaborate as a longer electronic newsletter. Ezines are powerful because they keep you in front of your audience 26 times a year if you send them biweekly, and 52 times a year if you send them weekly. That means you have 52 chances to connect with your readers with quality tips, information, and resources, while using 20% of the content to sell your products and services.Here are two of my favorite ezines. Make a habit of reading them regularly. You’ll learn a lot and be inspired and equipped to get into action with new ideas and resources to catapult your growing business to a higher level of awareness and success.www.publicityhound.comwww.prsecrets.comThe beauty of ezines is that you get to learn from the masters of their craft, and you get to know the authors and thei
First let’s take a look at how you feel about prospecting – because how you feel about prospecting determines how you will act.
Do you feel uncomfortable? Do you dislike it? What’s hiding under the rock?
We’ll first take a look at your hard-wired belief system about prospecting.
Let’s face it: some sales professionals love it, some hate it, and some have even built up some fear around doing it. This is all perfectly natural, but it’s also stopping you from being as effective as you can be in identifying new customers. So you have a task before you: you have to learn to love it!
If you fear it, you have to figure out why you fear it. Have you had negative prospecting experiences in the past? If you really think about it, prospecting in person or over the phone is just having a conversation and what’s so scary about that? Most people don’t bite – and if they do, they aren’t a good prospect anyway. (Who wants to sell to a biter?) If your product has value (if you don’t think it does, you better think about it harder!), then talking to people about it should be fun, exciting, and interesting – to both of you!
One last thought – if you don’t like prospecting and you look like you are in pain when you are doing it, what kind of message are you sending? You wouldn’t want to see it on video – The Blair Pitch Project – scary!!!!
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in it
There are so many different types of hard floor coverings these days, it's hard to keep up with learning how to care for each of the different kinds. And if you're a cleaning contractor, you don't want to make a costly mistake by using something on a floor that could be harmful or damage the floor.Listed below are some of the common floor coverings and basic floor care tips:1. Resilient Floors, especially VCT (vinyl composition tile) flooring is used commercially on high traffic floors such as retail or grocery stores. VCT tile is durable and holds up to heavy traffic. However there is a lot of maintenance involved in keeping these floors looking good. They should have a sealer or finish applied to them, which gives the floor a high-gloss look. The floor also needs to be swept and mopped with a neutral pH cleaner on a regular maintenance schedule to keep the floor looking shiny and clean. The floors may also need interim maintenance with slow speed or high speed floor machines and occasional stripping and re-coating of floor finish.2. Stone products include marble, granite, and limestone. There has been a dramatic increase in the use of stone flooring in the past 10 years, even though it is some of the most costly flooring available. You must be very careful when caring for stone floors because you could easily damage the surface permanently if using the wrong chemicals. Use of entry mats and daily sweeping and mopping is key to keeping stone flooring looking like good. Mop the floor with a neutral pH floor cleaner or a stone soap, and never flood mop stone flooring. Never use alkaline or acid cleaners for daily maintenance, as this can damage the floor over time.3. Masonry products include ceramic
We’ll first take a look at your hard-wired belief system about prospecting.
Let’s face it: some sales professionals love it, some hate it, and some have even built up some fear around doing it. This is all perfectly natural, but it’s also stopping you from being as effective as you can be in identifying new customers. So you have a task before you: you have to learn to love it!
If you fear it, you have to figure out why you fear it. Have you had negative prospecting experiences in the past? If you really think about it, prospecting in person or over the phone is just having a conversation and what’s so scary about that? Most people don’t bite – and if they do, they aren’t a good prospect anyway. (Who wants to sell to a biter?) If your product has value (if you don’t think it does, you better think about it harder!), then talking to people about it should be fun, exciting, and interesting – to both of you!
One last thought – if you don’t like prospecting and you look like you are in pain when you are doing it, what kind of message are you sending? You wouldn’t want to see it on video – The Blair Pitch Project – scary!!!!
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in i
The debate over how much of a companies large reserves of spending power should be spent with greedy, oafish design agencies rages on and is not about to be resolved in this trite article, however we can suggest some alternatives to the usual company logo ideas and perhaps for once bad could be the new good...or something.A company logo should make you stop and think... How many times have you heard your design manager or someone from the marketing/advertising department going on about the need for a clever logo or a design that 'thinks outside the box'? In marketing terms this is met by much consternation by people with any sense of reality and nodding agreement from the rest of the clueless saps who pass off as the workforce these days. Thinking outside the box in this day and age is what all your competitors are doing. To move with the times we either have to think 'over' the box or get on a retro trip and think yourself back inside the box, now that everyone has gone outside to think.A company logo should stick in your mind's eye Continuing with our theme of going back to basics in terms of logo design. The trend that is emerging and proving highly profitably in certain quarters is the 'so bad its good' theme. Easyjet, Pot Noodle, Tango, Spam... I'm thinking off the top of my head here but all these brands once languished in obscurity and given a little bit of a trashy makeover have seen sales rocket. The same can be said for the previously unheard of Cillit Bang cleaning brand - design so off putting it makes you want to punch yourself in the face and with the most ridiculous name imaginable but hey whats happening, it's stuck in shoppers minds and bingo like groaning zombies they bought the produc
If you fear it, you have to figure out why you fear it. Have you had negative prospecting experiences in the past? If you really think about it, prospecting in person or over the phone is just having a conversation and what’s so scary about that? Most people don’t bite – and if they do, they aren’t a good prospect anyway. (Who wants to sell to a biter?) If your product has value (if you don’t think it does, you better think about it harder!), then talking to people about it should be fun, exciting, and interesting – to both of you!
One last thought – if you don’t like prospecting and you look like you are in pain when you are doing it, what kind of message are you sending? You wouldn’t want to see it on video – The Blair Pitch Project – scary!!!!
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in i
Brands evoke responses. Talk to anyone who loves their Starbucks coffee, or hates their car; loves their Apple iPod, or hates their internet provider. When you think of your favorite or least favorite brands, certain feelings and attributes come to mind. These represent the brand. The same is true for people.When you hear the name Joe, you have an impression of the Joe-brand, good or not so good. When Erin is assigned to your team, you may figuratively breathe a sigh of relief or roll your eyes. It's the Erin-brand that evokes your response. What about your name? What reaction does it elicit from your boss, coworkers or clients?We expect brands to demonstrate their attributes, or brand promise, not once or twice, but every time we encounter them. Inconsistencies in performance can damage our brand relationships and cause us to select other brands. With people-brands, it means we promote, fire, assign projects and compensate based on that brand performance.Of course, we may forgive an occasional slip, seeing it as an atypical hiccup from a brand we otherwise love. For me that happened with Disney. I'm a Disney fan, traveling to Walt Disney World once or twice a year. But a few years back, the magic was tarnishing. The parks weren't quite as clean, the staff not quite as friendly, the experience not quite as promised, or what I had grown to expect.Since Disney had the equivalent of banked good-will in their brand relationship account with me, from years delivering on their brand promise, I tried a few more trips. Happily it turned around. But brand relationships we once loved can be diminished and good-will accounts can be overdrawn. It happens at work, too. Previously strong relationships can become
One last thought – if you don’t like prospecting and you look like you are in pain when you are doing it, what kind of message are you sending? You wouldn’t want to see it on video – The Blair Pitch Project – scary!!!!
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in i
First and foremost, 99 percent of people who are starting out on the web are not going to become rich overnight. So, most importantly have some patience.Make a market plan. Outline the specific actions you intend to carry out to interest potential customers and clients in your product and/or service. Remember you must develop a plan to persuade them to buy the product and/or services you offer.Research is going to play a key role in your success. Research everything! Research your product market, your target market, anyone your hire, and anything else that you include in your market plan.Remember, people are obsessed with making money. Be careful who you hire to assist you in marketing. People will tell you anything you want to hear. Beware of search engine blacklisting and buying email address to spam.Educate yourself. Aside from just research things for your market plan, take a course. Do something to better prepare you for marketing on the web. Get answers to your questions.Don’t be na?ve. Don’t believe anything your hear and only half of what you see. Don’t purchase every website marketing ebook or product you find.Remember, the internet is massive. It is going to take some time and effort to generate profits. Develop a market plan and do some research. Steer clear of spamming, emails and search engines. You will not benefit from it in the long run. Educate yourself and most importantly don’t be na?ve. Follow these guidelines and you will surely start of on the right foot.
Prospecting = How can I help?
Instead of prospecting blindly, or worse – prospecting as about 80% of salespeople do with a mindset of “What’s in it for me,” you should try netweaving.
Netweaving turns the tables 180 degrees on prospecting and starts with you asking every new person you meet “How can I help you?”
Using netweaving is easy – and it makes you the bedrock for doing business.
Getting started with netweaving is simple: connect people that should be connected.
Specifically, one of the quickest ways to convert one of your prospects into a client is to bring THEM a prospect or valuable contact!
You should develop a genuine focus on being “of service.” Develop authentic curiosity - focus on everyone’s favorite subject, ME.
Ask questions focused on them, such as “tell me how you got started in this business?” or “who would be a good referral for you?”
I once worked with a salesperson who pointed out a lawyers office as we were driving and then a few moments later, a chiropractor’s office and said, “They do business together because of me – I brought them together. They are both my clients and now each others clients.” That’s netweaving and it’s one of the most powerful ways to prove your value to people – and stand head and shoulders above the crowd of other me-me-me sales people.
In fact, your goal should be to become a you-you-you sales professional!
Are you magnetic?
Another aspect involves the
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