|
I’M BULLISH ON YOU!!
I don’t even know you, and yet I have all the confidence in the world that there is nothing that you cannot do. How is that possible? How is it possible that a complete stranger can know, without question that there is nothing, nothing, that you cannot do, and do well! The key is to decide. The key is to know, because you have decided to take the action, beyond a shadow of a doubt that you want to do something. The result of that knowing will produce a plan, a plan will produce action, and before you know it, you will have the results you seek. Ordinary people, people just like you and me can achieve wondrous results every time they decide to do so. It takes no great intellect, no great set of ideas, just a simple decision to act.
The steps to success are simple to follow, just make them a part of your everyday decision to succeed. - Never Accept That the Answer is NO - When I call on a client, even if their initial reaction to my presentation is that they don’t think they need my services, I follow up, by; a- sending follow up notes; b-calling with new ideas; c-writing thank you letters; d-using the telephone to keep in touch. The best story I ever heard about follow up calls is from a friend of mine who was formerly a radio advertising salesperson. He called, physically, on a prospect for a number of times, each time being told that the radio was not the right place to sell their product. My friend, if challenged, is one of the most persistent people on this planet. He never stopped making his calls, giving information, or asking for business. The prospect however seemed just as persistent, and eventually told my friend to stop showing up in his office every week. The following response will let you know how to sell. My friend said, “I will only stop calling on you when one of two things happens, either you die, or I die!” My friend got the business.
- Set Specific Goals - Goals produce action. Decide how much you want to earn in the next twelve months and write it down (fax me a request for the form). Know that you must produce a certain number of sales to produce a certain amount of commission which will fulfill your goal. Plan each week in advance, by writing down your goals and action plan.
- See Your prospects Regularly - One a week is not too much. See them when it is convenient for them. By seeing them, they will develop a trust in your appearance and know that you can be depended upon. It is my belief that you should see each account at least once a week, and the best five should be seen twice. Most salespeople spend only one and a half hours actually calling on prospects. How about you?
- Give Away Information - Your prospects will be thrilled with you if you let them know ideas that will help them be more successful. Use ideas that you have seen work for others. On each holiday give away cupcakes with the frosting colored to represent the holiday. Try little flags on Memorial Day. Flowers on Father’s Day.
- Be More Helpful than You Need To Be - Help your prospects with marketing, training and sales promotions. Give seminars which teach what you do. Seminars are the most perfect method to reach large numbers of prospects.
- Keep Accurate Records - Whether you realize it or not, you are self employed. You only work as hard, as often, as devoted, as attentive as you see fit. Your time is yours. No-one ties you to a desk. No-one follows you around and tries to find out how you spend your day. Your time is completely yours. BUT- you are, by these definitions, self employed, and therefore need to keep a record of all your activities, just like any well run company that you know.
- Be Active in Your Community - By becoming active in your neighborhood, you will be required to be home more often (which is a good thing). You will get to know your family and neighbors better (also good). The long range benefits are too numerous to mention.
- Read everything you can about your business - You can’t teach what you
don’t know.
Do it, don’t just think about it!
|
