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Casual Articles - Bridging the Gap Between You and Your Prospects
Effectively Handling ObjectionsEmployer: "I notice you have not got any commercial experience, can you explain why you feel you are the best person for this role?Employer:"You've been out of work for two months now, why should we recruit you?"Questions like these are feared by almost all job applicants. How can you then effectively answer them?There are a number of ways to handle objections and how you handle them are based on your initial reaction to them. This contributes to how you respond.When faced with objections or criticism, you tend
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate b
I recently had the opportunity to speak at a regional conference for long-term care professionals. It was very exciting to be selected to speak and to share what I had learned about employee online and computer based education. Not to mention a little bragging about our new corporate education center.While I was waiting for my scheduled time to present I couldn’t help but notice how many speakers were not practicing administrators or directors of nursing. The session’s speakers were mostly consultants, academics or government experts.The underlining message the speakers were giving wa
With today’s influx of competition in almost every industry, timing is crucial. The follow up from a sales meeting, catching that prospect at their buying moment, and staying in contact with your customer base just enough to keep top of mind but not so much as to be bothersome.
There are three groups or categories of prospects and each has its own unique challenges:
· Cold Prospect –
o You’ve got to get noticed from amid the crowd.
o You chase them so you can introduce them to your products and service.
o You hope you can catch them at the right time when they’re ready to buy what you’re selling.
· Warm Prospect–
o You’ve had your first meeting but they’re not a quick sale.
o They want time to think about it.
o You need to be poised when they’re ready to buy.
· Hot Prospect –
o There’s no guarantee, but you’ve got a good chance of getting the sale.
o You’ve got an opportunity to get a referral.
o With a job well done, you can nurture a long time repeat customer.
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate ba
This TQM article is Part 8b issue, it is a continuation of Part 8a published on [May 17, 2117 19:47:31 am]. This issue will deal with some of the problems associated with the CONTROL Phase of the D.I.A.C. Improvement Methodology and how they can be overcome.In this issue, I will share with you some of the problem with Documentation and Audit and how they were overcome by the team leader.Case study on DocumentationA team member presented a procedure for a solution established during the improvement project. It was noted that the n
With today’s influx of competition in almost every industry, timing is crucial. The follow up from a sales meeting, catching that prospect at their buying moment, and staying in contact with your customer base just enough to keep top of mind but not so much as to be bothersome.
There are three groups or categories of prospects and each has its own unique challenges:
· Cold Prospect –
o You’ve got to get noticed from amid the crowd.
o You chase them so you can introduce them to your products and service.
o You hope you can catch them at the right time when they’re ready to buy what you’re selling.
· Warm Prospect–
o You’ve had your first meeting but they’re not a quick sale.
o They want time to think about it.
o You need to be poised when they’re ready to buy.
· Hot Prospect –
o There’s no guarantee, but you’ve got a good chance of getting the sale.
o You’ve got an opportunity to get a referral.
o With a job well done, you can nurture a long time repeat customer.
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate b
For many people the thought of finding an ideal overseas assignment and then relocating abroad for a few years is a dream.For a few people that dream actually becomes a reality.So what’s the difference between those who dream about making it happen and those who actually find work abroad and experience a whole new exciting lifestyle away from home?Application – that’s what!Application in the form of applying oneself to the task of finding suitable work abroad, and application in the form of the CV, resume and covering letter sent to suitable employers and recruitment agenc
· Cold Prospect –
o You’ve got to get noticed from amid the crowd.
o You chase them so you can introduce them to your products and service.
o You hope you can catch them at the right time when they’re ready to buy what you’re selling.
· Warm Prospect–
o You’ve had your first meeting but they’re not a quick sale.
o They want time to think about it.
o You need to be poised when they’re ready to buy.
· Hot Prospect –
o There’s no guarantee, but you’ve got a good chance of getting the sale.
o You’ve got an opportunity to get a referral.
o With a job well done, you can nurture a long time repeat customer.
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate b
Watching a video is an enjoyable pastime for almost everyone. Thus, management training videos have become very popular these days. Management training videos are booming in corporate offices, and employees’ development has become more or less solely video based. Many business houses have their own video production team which makes employee-friendly videos according to the needs of the employer. Such a team will be focusing on the business and training needs of the employees and the company. This could be a new scheme of the company, a new policy, new staff training, career development programs, semi
· Warm Prospect–
o You’ve had your first meeting but they’re not a quick sale.
o They want time to think about it.
o You need to be poised when they’re ready to buy.
· Hot Prospect –
o There’s no guarantee, but you’ve got a good chance of getting the sale.
o You’ve got an opportunity to get a referral.
o With a job well done, you can nurture a long time repeat customer.
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate b
Company attire says a lot about your business philosophy to your customer. Company shirts project professionalism and advertising. Too loud of a shirt turns people off and certain colors tend to washout your message. A small business which has yellow as part of it’s company colors would be advised to use the bright yellow and not florescent yellow, which looks green at times. You should stay away from the florescent shirts if at all possible.When choosing a brand of shirts it is often recommended to use only Fruit of the Loom and Beefy-T brands of polo shirts meet. Many companies who sell logo
Each one of these categories needs to be handled with follow up mechanisms that are both adaptable to your current business strategies and easily administered on a consistent basis.
A delicate balance of staying in touch without being overly obtrusive is the key to keeping your business on the first call list with customers and prospects alike. Even if they’re not interested in your service right now, sending your information via email allows your prospects the flexibility to retrieve it later when needed, or forward it on to others who might need what you’re offering.
The sales cycle is shortened when we can duplicate ourselves with personalized follow up procedures. A telephone call is best, but if we’re busy or, heaven forbid, unorganized (none of us fits in this category, I’m sure) then we might very well miss that small window of opportunity to make the right impression.
Mailing a thank you card is memorable when sent after the sale but if we need to expedite the message, say after the sales presentation, then this form of communication can be too unpredictable when time is of the essence.
This is where email follow up can be used in communicating with our customers and prospects, especially when we personalize our messages. By having pre-drafted letters that can be easily edited for each prospect and/or customer, email marketing supports sales efforts and improves:
Customer Loyalty - Companies spend ten times
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