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Added for You - Make your First Contact Count
1) Create systemsCreate systems for everything you do, especially those things you do on a regular basis.My members and mentees ask me all the time how do I manage to get so much done. There are many reasons, and one of the biggest reasons is creating systems for things you do regularly.Think of it in this way: SYSTEM stand forSaves You Some Time Energy Money2) Have two work modelsThe work model that most people are familiar with is "work once, get paid once." This is the model used when you are meeting one to one with a client in your office.Another work model that has literally changed my life is called
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to conti
Receptionist jobs are frequently advertised as they are commonly sought by companies and firms. The most important part of a receptionist job description is the status of the job - it can be either full time or part time. It is also important to find out the reporting structure, the summary of the position, the accountabilities, preferred knowledge, qualifications and experience and the location of the job.There are various important requirements that a receptionist job description asks to be fulfilled from those that apply to such jobs. It is important for one applying for a receptionist to be smooth and efficient in running a front desk. The receptionist needs to be abl
Let's take a closer look at 'First Contact.' For some of us it means working the phone, trying to make an appointment to see a decision maker. For others it means engaging a walk-in customer in a showroom or other brick-and-mortar location. Regardless of where your first contact takes place, you have to keep in mind a few very important points:
The customer is concerned with only one thing
The customer has no idea who you are
The customer WILL say "NO" before they say "YES."
Scary list. You're thinking, "No wonder it seems impossible to sell sometimes." It's not impossible; it just requires that you follow a formula that will give you a better chance of success.
For starters, let's tackle the first point:
The customer is concerned with only one thing
I have said this before, in many different ways, but what I mean is this: When it comes right down to it, the customer is too busy listening to Radio Station WII FM, the station with one program, called: "What's in it for me?" Since this is the case, you have a very short amount of time to communicate value to the customer. Let me highlight this with an example. In this one, we'll use a car dealership (but it could be appliances, furniture, tractors, a real estate open house... you get the idea).
A guy walks into your showroom, and starts peeking into the window of the cars. The classic approach would be to greet him with a smile and ask him if he needs any help. But he shrugs you off, and peers closer into one of the car windows. As a persistent pro, you tell him about the new satellite GPS feature that now comes standard. He looks mildly impressed, mostly to amuse you, but he's bored now; so he's on the way out. What went wrong? And what could be done differently?
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to conti
"Building professional branding which communicates that you are x with y years of experience in industry Z and that you know to do A,B,C.D and have knowledge in E ,F , G is boring and won’t bring you career and business success".Building professional branding is essential for one’s career and business success. Tom Peters talked about professional branding almost ten years ago. However, economic changes, globalization, new technologies, job market trends, and outsourcing have changed the meaning of the concept and it’s implementation. How can you brand yourself to be successful in the current markets? What changes do you have to make in order
The customer is concerned with only one thing
The customer has no idea who you are
The customer WILL say "NO" before they say "YES."
Scary list. You're thinking, "No wonder it seems impossible to sell sometimes." It's not impossible; it just requires that you follow a formula that will give you a better chance of success.
For starters, let's tackle the first point:
The customer is concerned with only one thing
I have said this before, in many different ways, but what I mean is this: When it comes right down to it, the customer is too busy listening to Radio Station WII FM, the station with one program, called: "What's in it for me?" Since this is the case, you have a very short amount of time to communicate value to the customer. Let me highlight this with an example. In this one, we'll use a car dealership (but it could be appliances, furniture, tractors, a real estate open house... you get the idea).
A guy walks into your showroom, and starts peeking into the window of the cars. The classic approach would be to greet him with a smile and ask him if he needs any help. But he shrugs you off, and peers closer into one of the car windows. As a persistent pro, you tell him about the new satellite GPS feature that now comes standard. He looks mildly impressed, mostly to amuse you, but he's bored now; so he's on the way out. What went wrong? And what could be done differently?
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to conti
Are you frustrated with your office space? Do you hunt for a pen every time you put one down? Is the search for documents a half-day event? Is your paper filed chronologically - working your way down the pile to 'one week ago' and unable to pull out 'four months ago' for fear of a paper flood catastrophe?Every office deals with an excess of paper and whether large or small, your business is suffering when you aren't operating in an organized space.So, how do you clear the clutter and gain control?SPACE IS ESSENTIALThe biggest problem with staying organized in an office is that people set up a system and don't give themselves enough room to grow.
For starters, let's tackle the first point:
The customer is concerned with only one thing
I have said this before, in many different ways, but what I mean is this: When it comes right down to it, the customer is too busy listening to Radio Station WII FM, the station with one program, called: "What's in it for me?" Since this is the case, you have a very short amount of time to communicate value to the customer. Let me highlight this with an example. In this one, we'll use a car dealership (but it could be appliances, furniture, tractors, a real estate open house... you get the idea).
A guy walks into your showroom, and starts peeking into the window of the cars. The classic approach would be to greet him with a smile and ask him if he needs any help. But he shrugs you off, and peers closer into one of the car windows. As a persistent pro, you tell him about the new satellite GPS feature that now comes standard. He looks mildly impressed, mostly to amuse you, but he's bored now; so he's on the way out. What went wrong? And what could be done differently?
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to conti
How many times have you said, “I should exercise more.” or “I should eat better.”? What we should do and what we actually do are often two different realities. Being healthy is probably one of the many things you know you should do, but never seem to make time for.Networking, no doubt, has also made its way onto your list of things to do. However, no excuse you’ve made is good enough to let it stay there. Thanks to networking, your next five sales can be as easy as getting to know the next five people you meet.A common reason salespeople are not spending more time meeting people is because they don’t understand some of the basic principles of networking. Netwo
A guy walks into your showroom, and starts peeking into the window of the cars. The classic approach would be to greet him with a smile and ask him if he needs any help. But he shrugs you off, and peers closer into one of the car windows. As a persistent pro, you tell him about the new satellite GPS feature that now comes standard. He looks mildly impressed, mostly to amuse you, but he's bored now; so he's on the way out. What went wrong? And what could be done differently?
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to conti
Your company needs a boost to be known far and wide. You are thinking of a good promotional item that would not really cost that much for you and your customers can always make use of.You look around – you want something lightweight and can be placed in the pocket. You also want something that your customer would be able to remember your company always. You want something practical that your customers would really need.And this is how you decided to include calendars among your promotional items. Its lightweight, not that costly and customers would be able to remember your company as well. It is also very practical to use so that customers would be able to identify
Let's start again from the beginning. He walks in, and starts kicking tires. You, the Sales Superhero, do a quick scan of your customer. Mid 30's, male, alone. That's about all the data you need to continue. He leans in closer to the window of one of the cars, and you take action. "Hi I'm Joe. You've got to see this. It's like the Bat-Mobile! Have you ever seen one of these?" You open the passenger door, and invite him to sit in the driver's side, and then you start your fancy GPS system demo.
This is just an example, and a risky one at that. But there is immeasurable value in making that initial contact. It gets you one step closer to establishing a RELATIONSHIP, which as I have said time and time again, is one of the four essential ingredients to any sale.
The customer has no idea who you are
If the example were to continue, you would continue to ask questions about what he's looking for, and for when, and for how much. But that's a discussion for another day. The important thing is that you communicated excitement to the customer, and inferred that he would be as fascinated as you were with the new feature. If your little scheme worked, you will have engaged him.
The customer WILL say "NO" before they say "YES."
In this example (which I am now officially beating to death) the worst that could happen is that the customer turns down your invitation to sit down. If he doesn't do it on his own, ask him what he came in looking for. Before you know it, you're in a conversation with the customer about what matters to him. This statement, 'The customer will always say NO' also refers to objections, a topic we have covered here before, and will surely return to.
A word or two about appointment setting:
Not all Salespeople have the luxury of walk-in traffic. They have to book an appointment on the phone to make a sales presentation. When you are doing this, concentrate on your goal: To book the appointment. Not to sell the product, but to book the appointment.
First you've got to be sure you are speaking direct
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