Tags |
|
|
Links |
|
|
Actual for You - Five Proven Ways to Get More Appointments
Here's a list of the top 10 tips you can use to advance your career: 1. Don't be afraid to say "I don't know." If you don't know something, say so; don't try to fake it. 2. Take responsibility for your actions. If you're at fault, admit it and take the blame. If you're wrong, apologize. 3. Never gossip. Gossip can hurt the careers of two people: the person being talked about, and the person doing the talking. 4. Never say "That's not my job." Don't think you are above anything. Pitch in and set a good example, especially if the job is one that nobody else wants to do. Your willingness to do so will be noticed and appreciated! 5. Share the credit. People who share credit with others make a much better impression than those who take all the credit themselves. 6. Ask for help when you need it. Don't let a difficult task get out of hand. When you need
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the bac
Ever wondered if you could become a trainer? Perhaps you've considered enrolling on a train the trainer course, but something is stopping you. Well it's time to introduce the five big myths about being a trainer? Take a close look, because one of these could be holding you back.Myth 1: Those who can . . . do. Those who can’t . . . teach This idea has been repeated so often that many people assume it must be true. I can’t speak for other forms of education, but in corporate training there is no question, the people who make the best trainers generally happen to be the true experts in their field. Without this expertise they’d soon flounder in the training room. So don’t let this old wives’ tale deter you from becoming a trainer.Myth 2: You can’t be a trainer if you’re shy I’ve worked with some very successful corporate trainers and while a few are extroverts, many are not. A trainer is first and foremost an expert passing on useful tips and knowledge. They don’t
Our Appointment-Making Program deals extensively with the art and science of getting appointments with decision makers on a consistent basis. Here are some proven methods to help improve your appointment setting skills and numbers.
Shift your calling hours: Many trainers suggest that you do your calling first thing in the morning. Theory being that you “get it out of the way” first thing, and then go on about your day doing what you do best and like to do: sell. The reality is that you need to shift your prospecting calls to when your target audience is more likely to be available. For some services like ours first thing in the morning is best, first thing being 7:00 to 8:00 – 8:30 a.m. However if your target is a plant manager, service manager, traffic manager, VP ops, you are not likely to find them in their office in the morning, mid-day is probably a better time.
With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the back
Imagine that you're a sports coach and you need a new player on the team. Would you walk up to someone in the street and say - "I want you to come and play for my team. I'll train you to become the best player in the country." Sounds a bit ridiculous doesn't it?What you'd probably do is watch players in other teams. On the other hand, you might decide to find some young player that you could develop for your team. So you'd spend some time looking for players in schools and colleges.What is it you're looking for when you're watching these young people or more established players? Is it experience of the game or perhaps an all round knowledge of how it should be played or even just a good all round player. All of these would be good to have but what you're really looking for is - talent!You're looking for that gift or flair or capacity to achieve your outcomes. If you're looking for a goal keeper, then you're looking for someone with that extra something that ke
Shift your calling hours: Many trainers suggest that you do your calling first thing in the morning. Theory being that you “get it out of the way” first thing, and then go on about your day doing what you do best and like to do: sell. The reality is that you need to shift your prospecting calls to when your target audience is more likely to be available. For some services like ours first thing in the morning is best, first thing being 7:00 to 8:00 – 8:30 a.m. However if your target is a plant manager, service manager, traffic manager, VP ops, you are not likely to find them in their office in the morning, mid-day is probably a better time.
With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the bac
One of the most common complaints that business owners have today is that they feel their practice is running them and that they’re being pulled in every direction instead of really running the business themselves.Well, I’d like to tell you, when I was in practice I experienced the same thing. I was working too many hours, not seeing my family as much as I should; my staff always came to me looking for the solutions to day-to-day scenarios and so on. I found I was lacking the amount of time necessary to really do what I loved best which was working with my patients, seeing their results and being able to live life.After 5 years of burning the wick at both ends, I decided something needed to change quickly because my candle was getting ready to burn out.I realized that in the midst of running my business with all its stresses and being a husband and father, I needed to get my priorities straight, re-evaluate my purposes and really become the very best administrator possible to
With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the bac
Establishing an effective performance management system, with-in the call center/customer service arena, is critical when you desire to deliver "best in class" service and sales.Outlined below is an example of an effective model that you can utilize in your department to deliver exceptional performance. I like to refer to this as the performance management cycle:The Performance Management Cycle has four elements:1. Setting goals and objectives;2. providing ongoing feedback; 3. coaching, and 4. performance reviewsThese elements are described below.Setting goals and objectivesThe first element of the cycle is setting goals and objectives. This phase includes supervisor-employee meetings and discussions about the goals and objectives that will be measured during the review period.One of the most important parts of the performance management process is the communication of these goals and objectives. If the
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the bac
Do many of us realize that we are working an unpaid part time job for the grocery stores and some home appliance stores? We are ringing up our own goods, are not getting any price discount for doing so and are saving these retailers money.Each self-serve lane contains two to three self-serve scanners. Retailers have an average of two to four self-serve lanes. Retailers are saving each store an average of four to eight cashiers’ salaries per store. One attendant is assigned to these self-service machines. Hypothetically, if stores are paying full time cashiers $7 per hour, they are now saving $14,000 annually in wage expenses for each cashier that they do not have to hire. Multiplied by four to eight cashiers, each store saves $56,000 to $112,000 per year on wage expenses. This simple calculation does not even count other benefits that companies pay to their cashiers, such as healthcare, vacation pay, sick pay, 401(k), pension benefits and tuition assistance.Are these savings pa
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the background).
Now if you do not leave a message, then you may have tried 3 times, and let’s say you’re one of the keeners who tries 4 times, as far as the prospect goes you’re at zero, because they have no way of knowing that you called, because you didn’t leave a message or “calling card” telling her you want to talk to her. You also don’t want to be at the other end of the spectrum, wasting your time dialing someone dozens of times, not leaving a message, then finally connecting and letting built up frustration out on the prospect, as though it was their fault that you called and called and called, instead of leaving a message and having them call you, like every other person I leave a message for does.
Another thing to consider is that a vast majority of reps, who do not leave messages, still listen to the entire outbound message on the voice mail, so why not take a few more seconds and leave a message.
It’s a no brainer, on the one hand, even if they don’t call back (within 72 hours), you are on the prospects radar (yes initially at the fringe) but still better than the superstars who don’t leave messages; on the other hand a 50-50 shot of getting a call back, good odds, and certainly many more conversation leading to more appointments.
If by chance you do miss a return call from someone you left a message for, not the time of their call to you, and aim to call them back in the same time frame, another way to shift your calling hours, in addition to those detailed above.
Segment Preparation: Since most sales people do not like to prospect to begin with, they like preparing for it even less. But at the end, anything worth doing is worth doing right, and in sales and prospecting that means taking the time to prepare.
With prospecting preparation is just as vital as at any point in the cycle. This goes from a simple thing like having a complete calling list ready, including name, title, number, potential value statements, references, potential voicemail message, and the ability to anticipate and deal with objections.
While these may seem obvious, many sales people
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.actual4u.com/article/36264/actual4u-Five-Proven-Ways-to-Get-More-Appointments.html">Five Proven Ways to Get More Appointments</a>
BB link (for phorums):
[url=http://www.actual4u.com/article/36264/actual4u-Five-Proven-Ways-to-Get-More-Appointments.html]Five Proven Ways to Get More Appointments[/url]
Related Articles:
I Can't Afford A PR/Publicity Campaign -- Can I?
Bookmark it:
|