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Casual Articles - How to Double Your Sales Appointments in Half the Time - Part 3
The other day I was asked, by a gentlemen if my company would lend him a fully outfitted mobile oil change van. He in trade for this would in the Great State of Ohio help our company market to corporation employees of some of the largest companies there.He would set up a marketing campaign and sign up customers to have their oil changed while at work right on the property. Also he would help me market this in Las Vegas as his son’s lived there and they could also set up at corporate offices and build up a regional business and attain major market share for my company.We got to discussing this and since we already did such services we wanted to know if indeed he was capable of doing something that we couldn’t or perhaps knew something we did not. He did not.Nevertheless, let me set the record straight, the best way to market to corporate employees for mobile oil changes is to contract the Human Resource Department and schedule a meeting with them and the facilities maintenance guy and discuss this. Once he cleared any environmental issues he had, the human resource director could go ahead with it.Next every three months the mobile oil change van would be scheduled to come ch
And if we choose to build a ‘
Let's talk about the importance of using good recruiting practices to hire top performing sales and marketing professionals in today's economy. It's not a secret that the economy is on a sustained growth path for the last several years. What that has caused is much higher employment. We're down to almost 5 % in Oregon, but even nation wide the number is even less than that. And if you look at the unemployment figure, that includes all of the structural unemployment. So, the fact is, most really talented people, particularly top producers in top companies in the sales and marketing fields, are all fully employed. That means it's going to be very difficult for you to hire top A-type producers in sales and marketing from placing ads strictly on the job instead of just Monster.com or Career builder or other such job boards. It's just not possible to find the best candidates and get them to come to work for your company though such tactics anymore.In order to find really top sales and marketing talent, whether it be VP, director level, marketing manager, sales manager, down to entry level telesales personnel, you're going to have to go into your competition and find those people and extract t
• It is an Action that is tied directly to the end result (Good or Bad)
• It can be individually isolated and trained to for Improvement
• It can be objectively ‘Benchmarked’ and Measured
Next, we identified that the act of communicating one-on-one to a ‘Targeted’ prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone. And the measurement of that competency was determined to be your ‘Conversation-to-Appointment’ ratio which nationally averages out to somewhere between 4%-18%.
And if we choose to build a ‘P
Database Marketing is the gathering and storing of specific information about your prospects or customers. This information is usually stored in a database program on your computer. You would then use the information to market and advertise to them. It can save you time and money because you can target your promotional efforts to your best prospects or customers.The Types Of Information To CollectThe information will vary depending on the product or service you're selling. If you're selling a product that costs $2 you wouldn't collect information about their yearly income. If you're selling web space you wouldn't collect information about what type of books they read. The basic information you need would be all their contact information, purchase history, and birthday. You will need to decide what other information would benefit your business.How To Collect This Information OnlineIt's pretty easy to collect this information online but the hard part is getting people to give it you. The best way to collect this information is to give them something FREE in return. Ask them to fill out an e-mail survey before subscribing to your free e-zine. Tell everyone who vi
• It can be individually isolated and trained to for Improvement
• It can be objectively ‘Benchmarked’ and Measured
Next, we identified that the act of communicating one-on-one to a ‘Targeted’ prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone. And the measurement of that competency was determined to be your ‘Conversation-to-Appointment’ ratio which nationally averages out to somewhere between 4%-18%.
And if we choose to build a ‘
How happy are you in your work on a scale of 1-10, using 10 as ecstatically happy? If your response is less than 7 your career may need reenergising. If this is the case it is likely to affect your morale and your performance. Eventually it may have an impact on your overall well being. The impact on your company is huge; it can result in lost profits, reduced customer service and negative publicity. It will really affect your bottom line.The ethos of re energising your career is that individuals are responsible for developing their own careers and the paternal relationship that companies once had with their employees, no longer exists. This view does not presume that organizations are not committed to the development of staff; however development is carefully aligned with organizational objectives.If you are interested in re energising your career you must have a motivation for doing so. You need to feel there is a purpose in expending your energy and you must believe that there is some value in your reward. This strategy involves changing habits and changing behaviour. It may also involve changing the way that you think about yourself and changing the way that others see you.
Next, we identified that the act of communicating one-on-one to a ‘Targeted’ prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone. And the measurement of that competency was determined to be your ‘Conversation-to-Appointment’ ratio which nationally averages out to somewhere between 4%-18%.
And if we choose to build a ‘
What makes one logo better than another?Simplicity.A good logo works in the simplest form. It is a memorable representation of your brand and inspires confidence in your customers. It should be fresh and original -- without visual cliches or amateur effects. A logo is well-designed when it looks as good on a business card as it does on a web page or a billboard. To be functional, a good logo must reduce well to simple black & white or grayscale for use on faxes or in newspaper ads. The best logos are elegantly simple.Why do you need a logo?In a way, a logo is a visual shortcut to who you are. Your logo will establish your corporate identity and credibility. It builds loyalty among your clients and employees. You invest in your brand image every time your logo is displayed on a Web page, on a sign, or in an advertisement.A professionally designed logo enables you to be immediately recognizable and must be unique, memorable and simple. Such a logo will become one of your most valuable corporate assets over time.How does your current logo stack up?Run down our logo quick test: • Does the logo have immediate impact? • Is it good to look at? • Is it di
And if we choose to build a ‘
“ A nation which has forgotten the quality of courage which in the past has been brought to public life is not as likely to insist upon or regard that quality in its chosen leaders today - and in fact we have forgotten.” John F. KennedyWhy should you measure the success of your diversity program, Leader? Let’s dig deeper. Mel Loveless was a very detailed senior manager. He managed his organization with precise objectives. Unfortunately, he got into the government business. Now, he had to worry about something called diversity. Mr. Loveless didn’t care to understand it and forced his HR department to do it. Therefore, Mr. Loveless never figured out to measure a successful diversity program, and his company suffered.As the world competes on detailed data, how can managers afford not to be detailed in their diversity strategies? Effective organizations make diversity a part of their core values and long-term strategies. These organizations are serious enough to create performance measures so that they can track progress.Stokes and Dansby, diversity experts, maintain that organizations that are serious abou
And if we choose to build a ‘Prospecting System’ to support a sales performance training objective to improve that ratio it would enable us to set more targeted ‘Top-down’ appointments in less time. And achieving that would allow us to obtain additional results and make us more money. Not an unworthy mission for sure.
Additionally, we listed (6) sales prospecting reasons why the national ‘Conversation-to-Appointment’ ratio is only 4%-18%. Our mission for Part 3 is to isolate each of these reasons, understand why the majority of the sales population lives by the ‘Definition of Insanity’ (Doing the same thing over and over a
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