Issue 27

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see who is laughing at the end of the month! 3. Follow-Up Mail Piece: Again, this involves being unique. Sending a mail piece right after a call can prove very beneficial. This could be as simple as a testimonial sheet, a USP (Unique Sales Profile), or a sales sheet. Remember, prospects are quick to judge. Let's give them something nice by which to judge us. 4. Forever Touch Program (FTP): By far the most important step in the system of working a list is creating a FTP. I have booked a ton of work from prospects it took 2-3 years to get through to. One of my biggest clients took me 2.5 years to land. But I did it by constanly being on top of their mind.The point is this: without a systematic approach, that company would have never come on board with us! Now that you've read this, IMMEDIATELY IMPLEMENT the above steps into your sales process and see instantaneous increases in revenue, profits, and conversions on calls! About the Author: Entrepreneur, speaker, personal development devotee and sales- effectiveness consultant DJ Carroll brings you his innovative and distinctive business insight. His passionate commitment to excellence is illustrated in his businesses, coaching and speaking work. With his practical approach and cutting edge style, audiences gain immediate revenue & efficiency results they can take to the bank! I have a list of prospects... ...NOW what? A Four-Step Sales Process Once you have your list, it's time to turn your attention to the call and your steps for making the call. To maintain a high level of efficiency you should create a systematic approach to your cold calling process and I will share that with you here. "A lot of critics are lazy. They don't want to look closely and analyze something for what it is. They take a quick first impression and then rush to compare it to something they've seen before." - Willem Dafoe 1. First Impression: The message is this - your prospects will be quick to judge you. You may not like that, it may not be fair, but it happens. So ask yourself this ... what makes you different? It better be enough to get the prospects' attention or they will group you in with every other company in your industry. The key? BE UNIQUE! 2. Making the Call: Well, this is it. Are you ready? Do you know why you are calling? Do you know who you need to ask for? What is your opening line? What if no one answers? These are all key questions you must answer before ever dialing the first number. I learned early on that the purpose of my call was to set an appointment: nothing more and nothing less. I would not take no for an answer and I wasn't going to sell to someone over the phone. Once you have answered these questions, P.R.E.R. -- Practice Rehearse Evaluate Repeat -- your call in front of a mirror. I call this "crazy office time." If someone walks past your office they will think you are crazy for sitting there talking to yourself! That's okay. Let's by D.J. Carroll

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