August 2008

Monday, August 25, 2008

6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe (This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip One: Don't Forget to Ask for ReferralsWhen it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.Tip Two: Train and Reward Your AdvocatesAn advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.Tip Three: Strike While the Iron is HOTProspects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.We'll share the final three tips in next week's message.Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:36 AM
Friday, August 1, 2008

Protecting Your Resources
"A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time."The first line of defense in protecting your time is to identify precisely how it is eroded and then learn effective means of managing your time.Over the next several weeks, we will offer proactive strategies for such time management issues as, "firefighting," failure to delegate, procrastination, delays, plus many others.1. PROACTIVE STRATEGIES FOR DELEGATING- In order to use time effectively, you should never do anything that can be accomplished by others.• Determine what is to be delegated, then assign responsibility and give authority to others.• Set deadlines and make sure that they are met.• Give increased responsibility to assistants that is commensurate with their abilities.• Provide thorough training and instructions to your assistant. This aspect is often overlooked!2. PROACTIVE STRATEGIES FOR HANDLING DELAYS- Delays are sometimes the result of your procrastination or failure to anticipate a situation.• Set up a schedule for following up on details or projects within a specific time period.• When planning a project, anticipate delays. They are inevitable, so don't let them bother you. Do what you can and go on to something else if the delay can't be helped. Every agent must continually juggle several balls in the air at the same time.• Communicate delays. When delays are caused by the actions of others, there may be a sense of anticipation or lack of control. For example, if the medical history of an applicant requires more information, the delay can't be eliminated, but calling and informing the client will make them aware of it. This reduces frustration for everyone concerned.(Adapted from the article, "Protecting Your Resources: Time Management" by William L. Moore, Senior Consultant with Kinder Brothers International.)Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:50 AM