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Actual for You - Close More Sales By Making Your Prospect Feel Important!
The concept of using personal branding to spread the word or market a product is one that can be traced back many centuries. During ancient Roman times, leaders were known for decorating money with their faces plastered across the outside of coins. Today, where would KFC be without the Colonel or Wendy's without Dave Thomas' freckle-faced girl? Personal branding has without a doubt become an easily recognizable approach towards marketing a business, product, or service.Throughout history, the technique has garnered widespread recognition and respect that has been used to capture the attention of the public. Successful individuals are able to also get what they want out of life and any business pursuits they may approach. Personal branding may also be used to boost the sales of a product, especially when their name becomes associated with a particular approach or system. This is seen with concepts, such as Pilates or the Atkins Diet. This same technique has also been used
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The m
We often use the phrase, “Get Your Feet Wet” when we are just beginning to learn how to do something or are about to pioneer a new initiative. When we participate in a project for the first time, there is usually a hesitancy to step out into the unknown.There's no better way to learn than by doing. This requires that we move away from our comfort zones and step out into the unknown, which usually exceeds our reach and makes us stretch to get it.Stepping Out Into the UnknownThe unknown elicits strong emotional responses, the chief of which is fear. We’re afraid to take chances or that we will make mistakes. While mistakes are embarrassing, they can be used to jumpstart and enhance our learning. Other reactions to the unknown include: Hesitancy. Being cautious and tentative; playing it safe.Discouragement. Disappointment and worry; backing up and settling for less than our best.
When you become more aware of this principle and use it in your everyday life you will find yourself closing more sales. Do you want to get started? Below are ten practical ideas that you can immediately use to make others feel important.
1. The Importance Of Remembering And Using People’s Names.
"Excuse me, what is your name again?" Have you ever found yourself saying this? I must admit that this has happened to me many times. One creative idea to remember the names of others is to think of a moviestar soon after you have learned your prospect’s name (or the name of their gatekeeper). So for example, a man’s name is Harrison then think of Harrison Ford. Or, if a woman’s name is Sandra then think of Sandra Bullock. Another strategy is to write the name of your prospect down on paper. This idea works well if you are dealing with gatekeepers or if you find yourself being transferred from one person to the next to reach the correct decision maker.
In regards to using people’s name, I would suggest that you use your prospect’s name at the beginning, middle and end of your conversation. Also, when you send them emails make sure you use their name in your email to them. Further, I would also make sure that when you speak with the gatekeeper that you politely ask them for their name.
How many times have you not asked for the gatekeeper’s name and just said, “Can you please transfer me to (Name of your prospect).” How about if you said, “May I have the pleasure to know your name? Once you know their name I would say their name and then ask to be transferred again to your prospect. As a final note, I would record the name of the gatekeeper in your call notes so the next time that you call you make your prospect’s gatekeeper feel important!
2. The Importance Of Sending Handwritten Thank You Notes.
How often do you find yourself sending emails rather than sending a thank you note? The reason most likely is because it’s easier to send an email then to take the time to send a handwritten note. In regards to sending emails and making your prospect feel important, I usually send an email to summarize or confirm what we had spoken about over the telephone (i.e. you set up a time to meet with them).
In regards to sending thank you notes, I recommend that you send a thank you note to any prospect in which you have spent more than five minutes on the telephone with. Also, if your prospect does not return your telephone calls, I would suggest that you send them a hand written note that you have been trying to reach them. When you take the time to write a thank you note then you are letting your prospect know that they are important.
3. The Importance Of Timely Following Up.
Have you ever been in a situation when someone has said, “I’ll call you tomorrow and give you an answer to your question.” Did this person call you? If they forgot to call, how did this make you feel? Were you annoyed that they did not call? This type of example happens a lot so the next time that you promise your prospect something make sure that you follow thru with your word. Your word is your signature.
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The mo
Thinking of being a health care professional? How about nursing? This can be a very rewarding job, both in the monetary and mental sense. Nurse salaries remain high, given the shortage of registered nurses in the united States. There are not only a lot of vacancies for nurses but the variety of jobs available continue to increase. This article stakes a look at some rewarding possibilities for a nursing career.Do you watch CSI? In each episode you will see nurses at work. There's the forensic nurse who works with victims such as sexual assault cases, and analyses bodily evidence. If you enjoy interesting jobs, then being in forensics will test your nursing skills daily on the job. Definitely not for those who prefer more stable nurse jobs.There's also a hot new area called legal nurse consulting. Yes, like what the name says, it's a nurse who works as a consultant. Legal nurse consultants LNC work with attorneys who handle medical cases such as malpractice lawsuits
"Excuse me, what is your name again?" Have you ever found yourself saying this? I must admit that this has happened to me many times. One creative idea to remember the names of others is to think of a moviestar soon after you have learned your prospect’s name (or the name of their gatekeeper). So for example, a man’s name is Harrison then think of Harrison Ford. Or, if a woman’s name is Sandra then think of Sandra Bullock. Another strategy is to write the name of your prospect down on paper. This idea works well if you are dealing with gatekeepers or if you find yourself being transferred from one person to the next to reach the correct decision maker.
In regards to using people’s name, I would suggest that you use your prospect’s name at the beginning, middle and end of your conversation. Also, when you send them emails make sure you use their name in your email to them. Further, I would also make sure that when you speak with the gatekeeper that you politely ask them for their name.
How many times have you not asked for the gatekeeper’s name and just said, “Can you please transfer me to (Name of your prospect).” How about if you said, “May I have the pleasure to know your name? Once you know their name I would say their name and then ask to be transferred again to your prospect. As a final note, I would record the name of the gatekeeper in your call notes so the next time that you call you make your prospect’s gatekeeper feel important!
2. The Importance Of Sending Handwritten Thank You Notes.
How often do you find yourself sending emails rather than sending a thank you note? The reason most likely is because it’s easier to send an email then to take the time to send a handwritten note. In regards to sending emails and making your prospect feel important, I usually send an email to summarize or confirm what we had spoken about over the telephone (i.e. you set up a time to meet with them).
In regards to sending thank you notes, I recommend that you send a thank you note to any prospect in which you have spent more than five minutes on the telephone with. Also, if your prospect does not return your telephone calls, I would suggest that you send them a hand written note that you have been trying to reach them. When you take the time to write a thank you note then you are letting your prospect know that they are important.
3. The Importance Of Timely Following Up.
Have you ever been in a situation when someone has said, “I’ll call you tomorrow and give you an answer to your question.” Did this person call you? If they forgot to call, how did this make you feel? Were you annoyed that they did not call? This type of example happens a lot so the next time that you promise your prospect something make sure that you follow thru with your word. Your word is your signature.
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The m
Job interviews can be so frightening. They may even be worse on the nerves than public speaking, which is also a huge fear for most people. How can a person overcome some of the fears of interviewing?The most important thing you can do to feel more comfortable in a job interview setting is to prepare for the situation. Being prepared for an interview is essential – not only for your success in finding a great job, but also in keeping your nervous system from going crazy.When you are able to answer many of the expected questions asked in a job interview, you will be far more confident and successful.Here are some questions to help you prepare for your next job interview. Either recite your answers, write them down – or both. Go over them until you feel you can answer them without hesitation. Why did you leave your last job? Why should I hire you? What are your strongest abilities? How do your skills relate to our needs?
How many times have you not asked for the gatekeeper’s name and just said, “Can you please transfer me to (Name of your prospect).” How about if you said, “May I have the pleasure to know your name? Once you know their name I would say their name and then ask to be transferred again to your prospect. As a final note, I would record the name of the gatekeeper in your call notes so the next time that you call you make your prospect’s gatekeeper feel important!
2. The Importance Of Sending Handwritten Thank You Notes.
How often do you find yourself sending emails rather than sending a thank you note? The reason most likely is because it’s easier to send an email then to take the time to send a handwritten note. In regards to sending emails and making your prospect feel important, I usually send an email to summarize or confirm what we had spoken about over the telephone (i.e. you set up a time to meet with them).
In regards to sending thank you notes, I recommend that you send a thank you note to any prospect in which you have spent more than five minutes on the telephone with. Also, if your prospect does not return your telephone calls, I would suggest that you send them a hand written note that you have been trying to reach them. When you take the time to write a thank you note then you are letting your prospect know that they are important.
3. The Importance Of Timely Following Up.
Have you ever been in a situation when someone has said, “I’ll call you tomorrow and give you an answer to your question.” Did this person call you? If they forgot to call, how did this make you feel? Were you annoyed that they did not call? This type of example happens a lot so the next time that you promise your prospect something make sure that you follow thru with your word. Your word is your signature.
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The m
Accounting Job Interview is the way by which an accounting company finds its right candidate for accounting operations. Like any other interview, accounting job interview comprises of a set of questions – both technical and general – that is meant to assess the candidate on his skills and abilities to see if he/she suits the job better. Yes, an accounting job interview can be a stressful ordeal for a new candidate facing it. But remember, every accounting job interview is a two way deal where the company is evaluating the candidate and him/her in turn analyzing the company to see if it is the right place to work. Before delving into the details of accounting job interview questions, a few words on the general attitude a candidate should be showing all through the ordeal.In the accounting job interview, respond to the needs and of both you and the interviewer. Not one or the other!In an accounting job interview, listen to the interviewer closely.Retain your
In regards to sending thank you notes, I recommend that you send a thank you note to any prospect in which you have spent more than five minutes on the telephone with. Also, if your prospect does not return your telephone calls, I would suggest that you send them a hand written note that you have been trying to reach them. When you take the time to write a thank you note then you are letting your prospect know that they are important.
3. The Importance Of Timely Following Up.
Have you ever been in a situation when someone has said, “I’ll call you tomorrow and give you an answer to your question.” Did this person call you? If they forgot to call, how did this make you feel? Were you annoyed that they did not call? This type of example happens a lot so the next time that you promise your prospect something make sure that you follow thru with your word. Your word is your signature.
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The m
They say that a dog is man's best friend. Why? Because dogs have this uncanny ability to love and support their masters at all times, even under the worst of circumstances. It doesn't really matter if it's a good day or a bad day...dogs will still be there. Dogs will bond with their owners and stand by them through thick and thin.And why do we love dogs? Well, we love dogs because unlike many of our human friends and contacts, dogs are absolutely positively 100% loyal.There are some important lessons here from our canine friends as you build and grow your mortgage business. The lesson...never, ever underestimate the value of loyalty. It's also important to remember that loyalty cuts different ways.First, as Loan Officers and Mortgage Brokers you need to be loyal. Returning to the same Lenders, Appraisers, Realtors/Agents, Processors, and other suppliers of goods and services you need, can result in your receiving additional incentives and savings.Eve
4. The Importance Of Sending Articles That Your Prospect Would Find Interesting.
I believe that if you take the time to send your prospect an article of interest then your actions imply that you have taken the time to really get to know their business and what they do. Think about it, how would you know what to send to them if you did not take the time to get to know them? If you are reading an article that your prospect might find interesting (i.e. forwarding this article) then email it to them or print it up and send it to them with a short handwritten note.
5. The Importance Of Listening More And Asking Good Questions.
How much should you listen versus talk when speaking with your sales prospect? The most common percentages that I have come across are 70% of your time should be spent listening to your prospect, while the other 30% of your time should be spent speaking with or asking your prospect questions. When you listen to your prospect you are making them feel important. When you ask your prospect questions you are making them feel important. These percentages will help you to adjust your ratios so that you spend more time listening to your prospect and understanding what they may need so that you can help them.
6. The Importance Of Taking Good Notes About Your Sales Prospect.
When you have completed a telephone call with your sales prospect take a few minutes after the call to record a few key points about them. I would record information about their professional objectives as well as personal information about them. When you call them back and incorporate key points that you have learned from previous conversations then your actions will make them feel important.
7. The Importance of Making Sure That You Know Your Prospect’s Industry.
The most obvious way to get to know your prospect’s industry is to research their website or read trade publications. Another great way to really get to know your prospect’s industry is to only contact prospects in a specific industry. For example, spend a few weeks calling on just one industry (i.e. pest control companies or moving companies). This way you learn firsthand from experts in that industry what they are experiencing and bring that information that you have learned to the next prospecting call.
8. The Importance Of Finding Things That You May Have In Common With Your Sales Prospect.
Many websites have a section reserved for management profiles. Read these biographies to see if you may anything in common with your prospect. Maybe your prospect attended the same college as you? Maybe your prospect grew up in the same town or area as you? The more that you can find in common the better! I would try to use this information that you have in common early on in your telephone conversation. For example you could open your sales call with the following: “(First name of prospect), as a (Say year here) graduate of (Name of college) I’m hoping that you will take my call today? (Pause and then smile on the phone). This is (Your name) calling from (Your company) and the reason for my call today is (State the reason for your call).
9. The Importance Of Being Patient When Your Prospect Asks You A Dumb Question.
Have you ever been in a situation where you asked someone a question and they responded with a sarcastic tone and said, “We already went over that question!” Or maybe the response was not exact, but similar? How did this make you feel? ”If a customer asks you a really dumb question be patient and answer their question. No one is perfect and sometimes things that are common sense to you are not common sense to others.
10. The Importance Of Smiling Because When You Smile It's Contagious!
Smile as much as you can on the telephone. While your prospect cannot see you smiling, they can sense the tone of the call and your smile has the power to influence others. Always remember that if you ask for the order with a smile you can really be unstoppable!
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.
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