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Casual Articles - Increase Your Sales: Prospecting for Dollars
Ever since its invention, the importance of lasers has been growing by leaps and bounds. Not only can lasers cut with ease, they can do so with precision and speed effectiveness, all for a minimal cost. Laser cutters have replaced various other kinds of cutters that were available prior to their invention, and their demand has been growing over the years with the growth in the number of laser cutting jobs.Laser cutting jobs are versatile and virtually anything can be cut with a laser, from delicate material such as fabric, plastic, and paper, to other tougher materials like wood, metal, and stainless steel. And best of all, most of the laser cutting jobs on precision high quality laser cutting systems take no time at all and require minimal human intervention.The various advantages offered by lasers have led to their usage in different laser cutting jobs. A few examples of such advantages are a reduction in total work time, precision quality work, clean and silent work, as well as other benefits. Since lasers use a non-contact way of cutting things, there is no mechanical pressure on the piece being cut, thereby reducing the chances of wear and tear on the instrument. The laser instrument is not affected by the hardness of the material being cut. The cutting has high degrees of automation and flexibility and offers an ease of integration with other automated systems. As lasers have a high trimming capability, they can produce products that do not require further processing like polishing, de-burring, finishing, etc.Advantages such as these have ensured the popularity of various types of laser cutting jobs over the years as well as that of the varied applications of laser cutting in several industries.
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people t
Small Dogs Press is a new publishing house. In addition to selling their first title, "She's the Girl," Small Dogs wants to create awareness of their brand. Here's what publisher Susan Sabo has to say about some creative (and inexpensive) ways to do so:"I've spent as much time and effort on brand marketing for Small Dogs Press as I have for my individual title that's about to come out. Totes are good, hats, sweatshirts, bumper stickers . . . the possibilities are all over the place.""I made up bumper stickers for company branding: they say "I do bad things for love," (the line comes from one of the books, and relates to the fiction we publish, but it's a long story). Boy, is THAT a conversation starter. Of course, people's first thoughts go right into the gutter (LOL) but that's OK, because once they start to ask questions they become quite intrigued by the tagline and the company, and therefore, the books. I have one of these on my car (and have forced them on all my friends), and when I take them to book fairs, I hand them out for free. People literally chase me down to get one. The sticker also includes my URL (http://www.SmallDogsPress.com), and my web traffic spikes likes mad after one of these outings."Along with the branding of Small Dogs Press, Susan is actively promoting their first book. According to Susan, "I have a tank top for "She's the Girl" that says "be the girl" on the front, with my URL on the back. These have been really successful in starting conversations as well. People often ask where I got it. I just spin around, they take note of the URL, and sometimes ask to buy one.""I wear one of my "products" as often as possible when going out. And I'm stopped all the time by people wa
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 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 concept of magnetism. Working like a magnet – to attract people to you, almost irresistibly – instead of laboriously panning for gold among the pebbles can make the single biggest difference in dramatically increasing a sales professional’s effectiveness.
What if, through your efforts, you drew people to you? You have heard of people with magnetic personalities? This is called magnetic marketing!
In magnetic marketing, you move away from sales “rocks” to find your valuable iron ore – or sales “magnets.”
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people to
Do you have dreams, but you are putting them off until you fix this situation or take care of this problem or that problem? Are you just really unhappy where you are, but you refuse to leave until you put all of the “stuff” in place that needs to be in place?Well I don’t know if you realize it or not, but we are living in some very rough times. You are waiting for the perfect time to live your dreams and be happy. Guess what, there is no perfect time like today. Just imagine if you go through your whole life waiting for this and waiting for that to happen before you decided to live your dreams and be happy, and it never happens. What does that look like to you? How will you feel?Let me just share with you my short story and what gives me the right to talk about this. I have always wanted to start my own magazine. I love magazines. They are all over my house, especially magazines that talk about business and success stories. So in 2003 I decided that a magazine was too expensive to start, so I started my own newspaper titled Women In Business Today. I loved doing the newspaper, but I did not have a team in place to help me carry out my dream. I was doing everything including layout and distribution. I got burned out after one year, so I stopped publishing the paper.If I had had a team to take up some of the slack, my paper would have kept going, but I wanted to do everything myself, so my dream and myself suffered.So over past 2 years I have been trying to find things to fill the void of the magazine that I wanted to publish. Nothing was giving me much pleasure. The closes thing that came to filling this void was when I publish my books, but something was still missing.I must hav
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 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 concept of magnetism. Working like a magnet – to attract people to you, almost irresistibly – instead of laboriously panning for gold among the pebbles can make the single biggest difference in dramatically increasing a sales professional’s effectiveness.
What if, through your efforts, you drew people to you? You have heard of people with magnetic personalities? This is called magnetic marketing!
In magnetic marketing, you move away from sales “rocks” to find your valuable iron ore – or sales “magnets.”
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people t
One of the biggest costs for most employers in today’s market place is recruitment of quality staff. In order to reduce this cost every organisation should have in place ‘staff retention action plans’. To achieve this detailed trend analysis will be required specifically looking at:• The time line – at what point in a career do people want to move on• What is the leavers profile – age range – position – lifestyle - ambitions• Exit interviews – detailed questioning of the employees reasons for leaving (not by a line manager)• Is there a particular time of year when attrition levels are high• What is the skills base of the leaver and how did this match their role• identify a profile of employees who stay for more than two yearsFrom this analysis organisations can:• Introduce career planning and coaching before a valued employee thinks of moving on• Review values and culture of organisation to improve environment• Crank up recruitment plans when required in preparation for any seasonal factors• Review recruitment process to ensure that the right skills base is being recruited and match to profiles of employees who are add value to the organisation.Finding the right person is less than easy and many organisations forget that the process of recruitment involves selling the organisation to the prospective employee.What benefits will the employee get from working for the organisation? Surprisingly, money is actually way down the priority list for many people once they can cover what they need to live. Martin Seligman author of Authentic Happiness writes “Law is now the most highly paid profession in America, having surpassed medicine during t
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 concept of magnetism. Working like a magnet – to attract people to you, almost irresistibly – instead of laboriously panning for gold among the pebbles can make the single biggest difference in dramatically increasing a sales professional’s effectiveness.
What if, through your efforts, you drew people to you? You have heard of people with magnetic personalities? This is called magnetic marketing!
In magnetic marketing, you move away from sales “rocks” to find your valuable iron ore – or sales “magnets.”
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people t
Good presentation skills are within everyone's reach. For many people, if not most, presenting can be a daunting and unpleasant experience. It needn't be so, and here we'll give you some simple tips to help you hone more effective presentation skills development.Presentations are an effective way to communicate to large numbers of people at the same time. However, it is not just about communicating information, but more importantly, to have advanced presentation skills you should be able to create interest and excitement in your subject and trust and enthusiasm in you.Let's have a look at some of the essentialsPreparationPractisePractise on a colleague or friend. Think about who your audience is and what you want them to get out of an effective presentation. Think about content and style. If you video yourself get someone else to evaluate your performance; you will find it very difficult to be objective about yourself. Prepare, prepare, prepare.ReconnoitreGo into the presentation room before the event; practise any moves you may have to make, e.g. getting up from your chair to the podium. Errors in the first 20 seconds can be very disorientating.Avoid 'Blue peter syndrome'Try not to over prepare. Don't rehearse the whole thing right through too often. Your time is better spent going over your opening beginning and your finish. Pick a few choice bits to learn by heart.Technical supportTest the equipment before the presentation; get familiar with it before you start. PowerPoint and OHPs often seem as though they're out to get you, so make sure you're in charge not them.Visual aidsUse visuals to give a big picture quickly, graphics, picture
In fact, your goal should be to become a you-you-you sales professional!
Are you magnetic?
Another aspect involves the concept of magnetism. Working like a magnet – to attract people to you, almost irresistibly – instead of laboriously panning for gold among the pebbles can make the single biggest difference in dramatically increasing a sales professional’s effectiveness.
What if, through your efforts, you drew people to you? You have heard of people with magnetic personalities? This is called magnetic marketing!
In magnetic marketing, you move away from sales “rocks” to find your valuable iron ore – or sales “magnets.”
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people t
Your company cannot without growth. And to make this growth possible you need various types of resources of which the human resources are the most important. They determine the way in which the other types of resources like systems and infrastructure are managed. Together they constitute this unique building that is your own company and not the one of the competition.When preparing for this growth, you are offered a myriad number of solutions, methods, intermediary products, advices, etc, to support the process. In the mean time the current operation needs to continue, clients are (if you are lucky) waiting.All those resources, you can dedicate as means, have their own characteristics. Through a growing number of different solutions, the number of decision you could take increase at the same time. Different managers in different areas in your company will have their own preferences for these kinds of solutions.The innovation manager wants new products and preferably tomorrow if not now. The sales manager wants flexibility because the client will change its preference overnight. The operations manager is concerned with stability, the technological department wants to experience a new solution with leading edge technology, Administration is concerned about future maintenance and fulfilment requires a fluent process. The service management wants the least possible problems.How do you manage? How do you make sure you can manage all these choices efficiently?If you hire a consultant for this problem, the first step they will take is an analysis of precedents. Did others deal with this problem before? The answer is: yes. Investment managers did.“Do you mean the investment teams who are compe
Here is a question to get you started thinking about magnetic marketing – How can you convert prospects into SUBSCRIBERS?
That’s right – subscribers. People who actually want to hear from you, value the information you bring to them, and look forward to the next time you call, email, or send them something in the mail, simply because of its intrinsic value.
In other words, how do you keep prospects coming back for more of what you have to offer?
Simple: offer useful information on a regular basis.
Becoming a geyser of information
That leads to the next logical question, which is How can you become a valuable geyser of useful information?
Once you’ve answered this question, you’ll start pulling people toward you so they will WANT to do business with you. They will call YOU! Wouldn’t that be something? Well it can be done!
The way to do this is to develop a marketing/ prospecting plan, including creating information products, outreach tools, and using speaking and publishing opportunities (yes, for salespeople) to build your expert status.
Publish a newsletter on a regular basis and send it to your clients and prospective clients. Fill it with valuable tips, advice techniques and information. Don’t use boilerplate newsletters prepared for your industry – make this real, make it personal, and aim it squarely at your best prospects and clients.
Let’s face it: you are an expert in your particular product and industry – or should be. So show off your expertise!
In the age of technology, cost is no barrier, because you can create a wide variety of valuable tools electronically: annotated PowerPoints, white papers, audio programs, cost and savings calculators, short articles, tip sheets, and checklists. These take minutes to create (maybe an hour or so to do one really well) and can pay off in huge ways.
Just make sure you don’t produce a thinly disguised sales pitch (people can see right through that!) and do provide solid information to increase your credibility.
Secret #1: Publishing
Most publishers of industry and trade magazines and newsletters are HUNGRY for content. Not to mention websites, e-zines, industry specific online forums, and countless in-house publications (probably a good number of which are published by your prospect companies!)
The content is gobbled up every month and editors are always looking for NEW stuff. So all you have to do is ask and submit! When you get published you now have (wave the magic wand) TAAA-DAAA…Instant credibility!
Suddenly you’re an “industry expert.” Hey it’s not fair – but that is how it works! Wouldn’t you want to buy from an industry expert? Or at least speak to him or her for a few minutes on the phone to tap into their expertise?
Secret #2: Speaking
Associations are HUNGRY for speakers and they need one every time they have a meeting.
Package your expertise as a nice little 30 minute talk and you are now ready to speak to your future buyers!
Again, don’t make it a sales pitch; make it content rich and helpful.
If you sell copiers, do a talk on 10 Hot Trends in Office Technology. If you sell restaurant supplies, do a presentation on How to Increase your Business Traffic 100%.
When you speak, you become an expert – and usually get a list of the attendees so you can follow up.
Now you may say, “I’m not very good at public speaking.”
Usually when I hear people say that, it means one of three things:
•They tried it before and didn’t like it because they gave a pitch from the podium and got zero response (which is exactly why I warned you about this a minute ago!)
•They don’t want to put in the “extra work” to create, develop, and pursue delivering short, value-rich speeches.
•They don’t know where to begin.
If you fall into the first two categories, all I can suggest is that in order to change your results, you’ll need to change your behavior.
If you’re in the third category, there are many options open to you, including the truly valuable Toastmasters organization, and presentation coaches
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