Casual Articles - Business

Advertising Business Gifts That Keep Your Customers Coming Back
One excellent way to use advertising business gifts is as loyalty reward for your existing customers. That’s right – your existing customers. Up to 85% of your business does not come from new customers, but most businesses put the bulk of their advertising budget into wooing new customers. The problem with this is that your existing customers get neglected – and customers who feel neglected don’t stay customers for long. The solution is to make your customers feel appreciated, and the best way to do that is with a little gift now and then.Choosing effective advertising business gifts takes just a little planning. After all, you don’t want to send just an

to the call - this will create curiosity!

You can even go one step further

Good morning Mr Jones, this is Janet Brooker from XYZ. We specialise in ABC and we have worked with EYZ, BNY and 10 other organisations within your industry. The reason I'm calling you today specifically is so I can stop by and tell you about PRODUCT/SERVICE Y and how it can (BENEFITS), I am in your area next week, how does Wednesday at 11am sound?

Do not be frightened to ask for the

Invention Marketing and Licensing for the Inventor
There are a lot of less than forthright organizations that allegedly help individuals sell their inventions to industry. In all my years of working as a patent lawyer, I have never come across a single person who ever used one of these organizations to effectively market or sell their invention. However, I have met several who successfully marketed their inventions themselves.Before you take any steps to market your invention, you should take a few preliminary steps.Preliminary Patent Search - A preliminary patent search is generally a good first step. A preliminary search of various patent offices can be conducted for a reasonable fee (just co

Yesterday I received an email from Janet Brooker who wanted some tips on how to make her cold calling more effective.

Here's exactly what she asked:

Dear Sean,

I am an Area Sales Manager for an IT hardware provider.

I am having real problems with my cold calling. I call up to get interest and to set up an appointment to see businesses about their hardware requirements but I never know what to say in response to objections and excuses.

Could you give me some quick pointers please?

Thanks a lot

Janet Brooker

My thoughts:

Cold calling is full of ups and downs but your success will always come down to two things:

1. What you focus on during the call

and

2. Your technique

Your primary focus on the call is to set up a meeting.

FULL STOP!

It's not to send brochures out.

It's not to engage in the pros and cons of what you can do and it's certainly not about giving up on the first objection that you receive!

So that's what you need to go into the call with on your mind - EVERY TIME!

Now, on to your technique.

We run telesales courses that cover all of this in great detail but here are some quick tips.

In an over simplistic view, here is the approach that you should be implementing on every call.

1. Get the person's attention

2. Identify yourself and your company

3. Give your reason for the call

4. Make a qualifying statement/questioning statement

5 Set the appointment

With this opening make sure that the company you are calling are aware of the businesses that you drop into the call - this will create curiosity!

You can even go one step further

Do not be frightened to ask for the a

Transfer of Training: How to Promote Skill Transfer in Your Organization
Problem of Training TransferA new inventory system was installed in a typical manufacturing company. Employees in the Purchasing Department were sent off to learn how to use the new software. One month later, the Purchasing Manager finds that only two out of the twelve Purchasing Officers are using the new system. The expected cost savings have not materialized and the Purchasing Manager resolves to take issue with the Training Manager at the next weekly meeting.Does this sound familiar? Experts estimate that somewhat less that twenty percent of training investments lead to some organizational benefit. This anomaly is commonly referr

me some quick pointers please?

Thanks a lot

Janet Brooker

My thoughts:

Cold calling is full of ups and downs but your success will always come down to two things:

1. What you focus on during the call

and

2. Your technique

Your primary focus on the call is to set up a meeting.

FULL STOP!

It's not to send brochures out.

It's not to engage in the pros and cons of what you can do and it's certainly not about giving up on the first objection that you receive!

So that's what you need to go into the call with on your mind - EVERY TIME!

Now, on to your technique.

We run telesales courses that cover all of this in great detail but here are some quick tips.

In an over simplistic view, here is the approach that you should be implementing on every call.

1. Get the person's attention

2. Identify yourself and your company

3. Give your reason for the call

4. Make a qualifying statement/questioning statement

5 Set the appointment

With this opening make sure that the company you are calling are aware of the businesses that you drop into the call - this will create curiosity!

You can even go one step further

Do not be frightened to ask for the

Get The Best Nursing Education You Can
There is no more solid a foundation for your career in the world of nursing professionals than getting the best nursing education you possibly can. Whether your plans are to enter into a serious nursing career in a health institution, or to explore other fields such as mentoring undergraduates and fellow nursing experts, getting a quality nursing education will prove to be the single most valuable tool in helping you to reach your career goals.Formal Advanced and Continuing EducationMany institutions of higher learning include with their course offerings programs for aspiring nurses. For those who wish to enter into this wonderful field of healt

he first objection that you receive!

So that's what you need to go into the call with on your mind - EVERY TIME!

Now, on to your technique.

We run telesales courses that cover all of this in great detail but here are some quick tips.

In an over simplistic view, here is the approach that you should be implementing on every call.

1. Get the person's attention

2. Identify yourself and your company

3. Give your reason for the call

4. Make a qualifying statement/questioning statement

5 Set the appointment

With this opening make sure that the company you are calling are aware of the businesses that you drop into the call - this will create curiosity!

You can even go one step further

Do not be frightened to ask for the

Electrical Lineman
What is an electrical lineman? An electrical lineman, sometimes referred to as a utility lineman, electric lineman, journeyman lineman or power lineman (after one completes lineman training and after being an apprentice lineman).An electrical lineman installs, repairs and maintains transmission and distribution electric power grids. A lineman works on high voltage wires or conductors and must adhere to the most stringent safety rules and protocols, as electrical work is inherently dangerous. It is very popular to be a member of a union, or the IBEW (International Brotherhood of Electrical Workers).How does one become a One can go to a lineman scho

ake a qualifying statement/questioning statement

5 Set the appointment

With this opening make sure that the company you are calling are aware of the businesses that you drop into the call - this will create curiosity!

You can even go one step further

Do not be frightened to ask for the

How To Find Your Dream Career
"I wish I could find my dream career". Many people have said, or at least thought those very words or something similar.The number of people that have found their chosen career right away and have never regretted it are few. The majority of us will make many stops along the way. Some good stops - some painful ones. Have you ever read or heard someone say "You learn more from your mistakes, than your successes"? I truly believe that you do. Knowing what not to do in the future is just as important as knowing what to do.Should money be the driving factor in choosing your dream career?No. Never choose a dream career solely based on money. You

to the call - this will create curiosity!

You can even go one step further

Do not be frightened to ask for the appointment right up-front.

Okay, they will most likely respond in any of the following ways

Yes, let's set up a meeting (YIPPY!)

No thanks, I'm happy with what we have (BOO, HISS)

I'm not interested (BOO, HISS)

I'm too busy (BOO, HISS)

Send me some further info (BOO, HISS)

Tell me about it now (BOO, HISS)

No money (BOO, HISS)

Remember what your goal is?

Yes, it's to set up an appointment!

Here are some quick tips on how to respond to each:

WE ALREADY HAVE WHAT YOU ARE OFFERING

A lot of other companies (then name several other businesses that they may know) have said the same thing before they had a chance to see how our program/product works and could save you XYZ or another benefit in here. I'd like to stop by and just tell you about what we do or I'm in your area next week...

I'M NOT INTERESTED

Mr Jones, a lot of people had the same reaction you did when I first called before they had a chance to see how what we do will benefit them, I am in your area on the 15th, are you free at 11am?

I'M TOO BUSY

Usually salespeople respond with When will it be a better time to talk?

Instead...

They say - I'm too busy to talk
You say - Oh, well the only reason I was calling was to set up an appointment

SEND ME SOME LITERATURE or TELL ME NOW

Can't we just get together? It will be a lot easier and I am in your area next Wednesday and Thursday

Reacting To Negative Comments

too expensive
not right for us
not a good fit

Mr Jones, a lot of our customers initially had the same reaction until they actually got a chance to see the benefits. You know, we should really get together to go through the full picture

Mr Jones, that's what other people said who decided to work with us. We really should get together

Mr Jones, Some other peop

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All too often newly qualified complementary therapists discover that passing their therapy exams was the easiest part of their new career. Learn about the two common traps most fall into - and how YOU can avoid them.

Much of the problems in business and life are intertwined with accountability or lack thereof. Ill-defined goals, unfocused people, inadequate communication, poorly thought out delegation, low self-esteem and sometimes just bad strategic management often lead to a break down of accountability.

That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.

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