Maximizing Your Potential!

Let’s face it – not many people like making phone calls. I love it but I realize I am a very rare bird.

The more you understand the rules of any subject, the better you will be at that subject. So here are some tips that should make this sometimes difficult and onerous thing a little less stressful.

1. If your goal is to make an appointment, avoid selling your product – focus on the goal, set the appointment.

2. Be enthusiastic on the phone. The phone is a very direct line of communication and you certainty or lack thereof can great effect your results – always have a smile on your face when making those calls. Make sure it is genuine.

3. NEVER argue with the prospect over the phone – there is no faster way to cut a communication line than starting an argument, especially over the phone.

4. You must be different! Your prospect probably receives tons of phone solicitations. Make sure that your approach is unique – I saw one where the sales person had a staff member make the call, saying that Mr. Smith was going to be in the area on Weds. and would love to meet with them at 10 AM. She made lots of appointments.

5. Keep your communications short and effective – don’t waste time.

6. Have high Affinity for your prospect, share some reality with him, such as, “Most business owners are looking to increase sales, increase efficiency or increase productivity. I have a system to help you achieve all three. I’d like to meet you at 2:30 Weds. for a 1/2 hour appointment.’” You must have a high level of determinism in pushing through to get that appointment.

7. Handle any objection for setting an appointment with the 5 steps of ACCORD.

8. Control the conversation! Remember, Control = Income!

9. Decide what you want BEFORE you make the phone call!

10. Do not promise anything that you are not absolutely sure you are able to deliver on that promise, just to get the appointment.

11. Do not be afraid of letting a prospect go. Too many times I have seen someone nurture this one prospect along when it was obvious that NOTHING was ever going to happen with that person, while ignoring 5 other prospects who were ready to do something and were qualified.

12. If your morale is down, Do NOT pick up the phone! Do something to pick your spirits up and then get back on the phone!

Happy Prospecting!

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Fact: It costs 5 to 8 times more to get a new client than it does to keep an existing client.

Fact: A happy client will tell 2-3 people about you and your awesome product or service. An unhappy client will tell as many as 10 people how dissatisfied they were with you and your service.

With that in mind it is extremely important to keep your existing clients very happy. Here are 10 sure fire ways to do that!

1. Confidence is the ultimate ingredient in selling – Your client must understand that he can count on YOU, not some customer service rep within your organization. They must feel confident that you will be there for them, reassuring them that they were right to put their trust in you.

2. Take entire responsibility for your client – Once you have closed the deal, tell your client that NOW is when your job starts. Too many salespeople consider that the job is done once all the paperwork is signed and the money is collected. Bbut top salespeople consider that they’ve only just begun!

3. Communicate regularly with your clients, current and past – Regular follow-up is imperative. Whether it is faxes, phone calls, emails or a visit, you need to stay in touch with all of your clients. I recommend mailing monthly and calling quarterly. It’s truly up to you. The main thing is to be consistent!

4. Have your happy clients sell you to others – Always check with your client to ensure that you are exceeding his/her expectations. If you are, ask for referrals. If you aren’t, find out why and get back on track with them so that you can get referrals on the next visit!

5. Always confront and handle ANY upset which occurs – Never let a client stay unhappy with you and your product or service. Find out what is going on and handle it immediately!

6.Keep informed and interested in your clients – Know what’s happening in the market and share that information with them, especially if you feel it will help them grow their business.

7. Avoid ‘false sales’ which can crash your morale – If your newly acquired client suddenly has second thoughts, find out what is going on immediately and take them back to their original reasons for moving forward. Never let them go, if they were closed once, they can definitely be closed again!

8. Make your customers your ambassadors - Don’t hesitate to ask for referrals and be sure to get a testimonial right there as soon as you close the deal. You’ll be glad you did!

9. Keep your database updated – as soon as a client changes there email, mailing address or numbers, be sure you take the time to update your records. You’ll be glad you did. I have been guilty of this one and could kick myself as I lost the data and have lost touch with someone I really cared about!

10. Remember: Communication is the universal solvent – It is your greatest success tool -  this thing called communication. Use it to help you and your clients and you will never go wrong. The wrong thing to do is nothing. Whenever an upset occurs find out why immediately and talk through it until there is resolution! You and your clients will be happy you did.

Good luck!

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