Apply the 80/20 Rule to everything you do
August 7, 2021
One of the most helpful of all concepts of time and management is the 80/20 Rule, also known as the Pareto Principle. Pareto noticed that people in society seemed to divide naturally into what he called the “vital few,” the top 20 percent in terms of money and influence, and the “trivial many,” the bottom […]
Compliment People and Their Abilities
July 25, 2021
Compliment People and Their Abilities Pay people sincere compliments and then acknowledge the compliment. Here’s a way you can make it work for you. Say you compliment an associate about some new office furniture they just bought. Most of us would probably say, “Your new furniture looks good and suits the office.” On the other […]
Clever Salespeople Learn to Work the way a Doctor does.
July 25, 2021
Clever Salespeople Learn to Work the way a Doctor does. I’ve been in sales for over 50 years, and over the past 14 years I have been a close friend with a Professor of Nursing (who doubles as a nurse [with a PhD] whenever she needs to). The one thing that I have learned from […]
CHANGE OF ATMOSPHERE AT THE POINT OF CLOSE
July 25, 2021
CHANGE OF ATMOSPHERE AT THE POINT OF CLOSE Here’s a word of advice to the lesser skilled seller. Because over the years I have noticed far too many inexperienced salespeople become visibly more excited, dominating, off-handish, arrogant or even cocky the minute they sniff out that the sale is drawing to a close. Yes, their […]
CREATE A HAND-OUT OF HANDY TIPS AND SIMPLY GIVE THEM AWAY
July 25, 2021
CREATE A HAND-OUT OF HANDY TIPS AND SIMPLY GIVE THEM AWAY This is a well worn marketing idea that worked well in the 60’s and 70’s and has just as much clout today. however, very few people either know about it or are using it. Yet, this is perhaps one of the best ways to […]
GIVE-AWAY PREMIUMS
July 25, 2021
GIVE-AWAY PREMIUMS In the trade, give-away products are generally know as ‘Premiums’. Their purpose is to leave a lasting impression on the targeted receiver. What are we talking about? Any product that’s used a ‘give-away’ to remind people of who you are comes into this category. The most common are the products that are imprinted […]
ADVERTISING LAPEL BUTTON
July 25, 2021
ADVERTISING LAPEL BUTTON Simply design a Lapel Button that generates attention. It’s a lot easier than you think. Because of the advances in technology, these days we can create almost any message we want on a lapel button. They can cost as little as $5.00 or $10.00 each in short runs. Buttons come in a […]
NEIGHBOURHOOD DOOR-KNOBS
July 25, 2021
NEIGHBOURHOOD DOOR-KNOBS This is one idea I’ve been wanting to try out for a long time, but have never had the opportunity to do so, and because I’ve not road-tested it myself personally, I’ve not passed it on. The idea is this and costs less than 10 cents to print and die-cut. Whenever you knock […]
SMART MARKETING IS ABOUT PICKING UP BETTER TARGET MARKETS
July 25, 2021
SMART MARKETING IS ABOUT PICKING UP BETTER TARGET MARKETS The worlds best marketers will tell you that ‘Smart Marketing’ is all about continually picking better targets markets until you ‘stumble’ across the best of your target markets. So how do you isolate you better target markets? The most obvious is to write a list. […]
SOME LOW-COST MARKETING IDEAS
July 25, 2021
SOME LOW-COST MARKETING IDEAS The notion that all marketing costs heaps of money is not really what marketing is all about. To get to understand what I mean by this, in the book, “The Ultimate Marketing Plan”, author Daniel S Kennedy tells about a man who, without any marketing training, sold distributorships at $5,000 each. […]
SUCCESS ATTRACTS GREATER SUCCESS
July 23, 2021
SUCCESS ATTRACTS GREATER SUCCESS Most don’t understand that it’s primarily the prospects that want to do business with successful people – not the other way around. Once you build a success cycle, you’ll attract more business overall than you’ll need to canvass. The reason for this is, successful companies are characterised by an optimistic and […]
FURTHER LEAD SOURCES
July 23, 2021
FURTHER LEAD SOURCES At this point I want to hand this sector over to the salesperson so that they can get their creative juices going. The fact is, every salesperson is in business for themselves, and that’s why referrals and finding creative ways to source personally generated lead is vital. Here are some ideas to […]
CHECK WITH THE CHAMBER OF COMMERCE
July 23, 2021
CHECK WITH THE CHAMBER OF COMMERCE This organisation can help you in more areas than most people would think. They can provide you with information on the local solicitors, accountants and other professionals that specialise in the areas you want help in. They understand the demographical make-up of a region, or they can easily put […]
ADDITIONAL LEAD SOURCES
July 23, 2021
ADDITIONAL LEAD SOURCES Additional leads that can be initially telephone canvassed, then appointed, may be found in the least expected places – if only one knows where to look for them. But fortunately, the majority of our opposition will probably not know of these categories. I have found the following lists to be of extremely […]
GET YOUR CLIENTS TO MAKE YOUR APPOINTMENTS FOR YOU
July 23, 2021
GET YOUR CLIENTS TO MAKE YOUR APPOINTMENTS FOR YOU This is a lot simpler than it seems. Once your client has passed on their referrals (the names and phone numbers of their friends), simply ask them to call a few of these and help you make an appointment with them. Then once they begin the […]
HERE ARE SOME ADDITIONAL LEAD SOURCES
July 23, 2021
HERE ARE SOME ADDITIONAL LEAD SOURCES Additional leads that can be initially telephone canvassed, then appointed, may be found in the least expected places – if only one knows where to look for them. But fortunately, the majority of our opposition will probably not know of these categories. I have found the following lists to […]
THE PRE-ARRANGED CALL
July 20, 2021
THE PRE-ARRANGED CALL Call them back at around the time you had previously pre-arranged to do so. When you call, remind them that they’d arranged with you to call them back around now, and they should be due for _______. If they hesitate, find out why and offer a solution. This too should be a […]
THE FOLLOW-UP CALL
July 20, 2021
THE FOLLOW-UP CALL Call them within the first ten days after completing the sale. There are three reasons why: You’re calling them as you said you would. To check they’re happy with their purchase (and they should be) And to ask them whether they would prefer you call back on a courtesy basis at either […]
THE THANK-YOU NOTE
July 20, 2021
THE THANK-YOU NOTE After completion of the sales call, I suggest you send them a thank you note. This can be dropped in the mail the same night or a day or two later – but never more than a few days. What it does is provide a surprise response from your newly acquired prospect […]
NURTURE YOUR PATCH – WATCH IT GROW GREENER
July 20, 2021
NURTURE YOUR PATCH – WATCH IT GROW GREENER Earl Nightingale, the man commonly referred to as ‘the father of motivation’ tells us that, “Those who believe that the grass is greener elsewhere, are usually not tending to their own patch as well as they could or someone else is”. No truer words can be spoken […]
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