Tuesday, August 30, 2016

High probability selling for sales professionals turn cold calling into warm sales leads

: Like most sales lead consultants, I do not advocate cold calling . However, I acknowledge that cold calling is necessary at times. You need prospective clients and customers: If you don't have a customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding high probability prospects. A High Probability Prospect is one who wants, needs, can afford, and is ready to buy your product or service - now. Those who only want, need, and can afford - but are not ready to buy now - are prospects that you will not meet with now. But, you will continue to contact in the future, until they are ready to buy. How does Cold Calling fit into High Probability Prospecting? Before picking up the phone, you need to define your target market. Your target markets are consumers and/or companies who are likely to want your product or service. If you haven't gone through the exercise of defining your target market, start by making a list of your best customers: What characteristics do they share? Are they in similar industries? Are they companies of about the same size, or in the same vertical markets? In B2C sales, look for similar socio-economic factors. Your prospect list, whether you've created it yourself or purchased it, is the basis of your prospecting campaign. Contact each person on the list repeatedly, each time with a different offer. In High Probability Prospecting, an offer is a succinct distillation of two features of your product or service. Every time you re-contact a prospect, present a different offer. When call your list, only first-time calls are cold calls in High Probability Prospecting. A truly effective prospecting campaign requires that you call the same list every 3 to 4 weeks, so after a short period of time, most of your calls will be 'warm' calls. A higher percentage of the people on your list will say "Yes" to your prospecting offer with each successive call. 5 Simple rules for maximum effectiveness and maximum efficiency:

  1. Don't repeat the same prospecting offer more frequently than every third call.

  2. Your offer must be no longer than 45 words, describing your product/service and mentioning two if its features.

  3. Your prospecting offer must clearly request a "Yes" or "No" answer.

  4. When prospects say "No," you say, "Okay, good-bye."

  5. When prospects say "Yes," you say, "Why?"


With practice, you should be able to make at least 50 dials per hour. You'll find an increasing number of High Probability Prospects - people who respond with 'Yes' to your offer - with each pass through your list. You'll be on your way to making appointments with people who are ready to buy what you're selling - right now. High Probability Prospecting doesn't eliminate cold-calling entirely. You will, however, make successively fewer Cold Calls and far more "Warm Calls". That will eliminate most of the Rejection associated with cold-calling. Thus, you will turn telephone prospecting into an efficient and enjoyable activity.


Affiliate marketing 101 303

Affiliate Marketing 101 Affiliate marketing programs are a great way to get income for your website, and a great introduction to e-commerce. The more people that drop by your website, the great your chance will be at creating an excellent income. Affiliate marketing programs are where a company offers to pay you a set amount for either a click through from your website, or a set amount for visitors signing up, or even a percentage of a purchase made by visitors as a result of being referred from your website. Even if visitors don't make a purchase immediately, almost all programs offer cookie duration, normally consisting of 30 - 90 days. What this means, is that as long as the visitors have the cookie in their cache, you'll still recieve a profit from the sale. The biggest amount of time in maintaining your site will be searching and implementing affiliations with various companies. Even though there's a lot of money in affiliate marketing, you have to take the time to search for the best programs. One thing that you may not be happy with, is the idea of other companies banners littering your website. If you use too many banners or links on any web page, it can confuse and help to irritate your visitors. More than one animated element on a web page can be very distracting as well. Affiliate tracking can also be a problem. Once you have applied to become an affiliate for a company, they'll usually supply you with a personalized link or code. It's very important that you implement this code into your page correctly, or you may be sending visitors to the company without recieving any profit. A majority of snippets in the code will contain a unique user ID, which the company uses to distinguish which site sent traffic. (word count 303)


Small business credit card the good the bad and the ugly

A small business credit card can help your company in many ways but of course, there is a downside if you do not know what to expect from your credit card company. Many people jump right in and apply for small business credit cards, get approved and start charging before they even read over the terms and conditions, that can be a very big mistake. However, a small business credit card can also benefit your company in several ways with great rewards and introductory offers. Small business credit cards can be very efficient, providing you with consolidated yearly statements of your company’s expense charges and aids in preventing employees from overspending. With a small business credit card, you will be able to use one single payment method and monitor your monthly billing statements. This will give you a list of all the expenses and you will be able to learn just what your company really needs to spend on a monthly basis and how to budget more wisely. You will be able to give your employees their own small business credit card for your company with a pre-set limit. This will ensure that they do not spend more than you have allotted for their department, but giving them a sense of trust for purchasing items that are needed. On the downside, a small business credit card is still a credit card, and any overspending or unnecessary charges on your part or your employees can damage your credit rating. With a credit card, no matter what kind it may be there is a tendency to overspend unless you have a pre-set limit and pay off your balance on a monthly basis. If you carry a balance, then you will of course be paying interest on the balance. If you did not apply for a small business credit card with a low interest rate, you may find yourself going in debt more than you had planned. If you do not make your payments on time, this will be reported to the credit bureaus. Usually this does not affect your personal credit rating but it can do some damage to your company’s credit and then you may find that some companies may not wish to do business with your company. No matter what you decide regarding a small business credit card, be sure that you find the proper credit card that suits your company with a pre-set limit for spending for your employees. If you are on an introductory offer be sure you know when it will change and what happens afterwards. If you have a 0% interest rate and it will change in 6 months, be sure you know what the new interest rate will be. This can save your company quite a bit of money and yourself many headaches.


14 The importance of a good design

The Importance of A Good Design Your website is the hub of your online business; it is the virtual representation of your company whether your company exists physically or not. When you are doing business online, people cannot see you physically like how they could if they were dealing with an offline company. Hence, people do judge you by your covers. This is where a good design comes in. Imagine if you are running an offline company. Would you allow your salespersons to be dressed in shabby or casual clothes when they are dealing with your customers? By making your staff wear professionally, you are telling your customers that you do care about quality. This works simply because first impressions matter. Similarly, the same case is with your website. If your website is put together shabbily and looks like a 5 minute "quick fix", you are literally shouting to your visitors that you are not professional and you do not care for quality. On the opposite, if you have a totally professional looking website layout, you are giving your visitors the perception that you have given meticulous attention to every detail and you care about professionalism. You are organised, focused and you really mean business. On the other hand, you should also have anything related to your company well designed. From business cards to letterheads to promotional brochures, every little bit matters. This is because as you grow your business, these items become the face of your business. Once again, think of the "salesperson dressed shabbily" anology, and you will get my point.


T stem initiative a boost for texas schools students

The T-STEM initiative was launched in December 2005 by the Governor Perry’s office in partnership with the Texas schools, the Bill & Melinda Gates Foundation, the Michael & Susan Dell Foundation, National Instruments, and the Communities Foundation of Texas. The Texas Science, Technology, Engineering and Math (T-STEM) initiative is a $71 million dollar project to better prepare Texas schools students for success in college and the workplace. With the undeniable forward movement towards a global technology-based economy, secondary Texas schools are placing more emphasis on science and mathematics. Though many Texas schools already are doing an excellent job in these educational areas, the most common reason many Texas schools are graded academically unacceptable by the state is poor science performance. The second most common reason is poor mathematics performance. In 2005, only 72 percent of the students passed the mathematics portion and only 71 percent passed the science portion of the state’s required exit-level Texas Assessment of Knowledge and Skills (TAKS) exam. The passing rate among the Texas schools major ethnic groups was significantly lower. Only 54 percent of African-American students passed the math portion and only 55 percent passed the science portion. Hispanics did slightly better with 61 percent passing the math and 57 percent the science. The hopes are that the new T-STEM project will improve current Texas schools student performance in both areas by providing innovative science and mathematics instruction, as well as innovative demonstration sites. T-STEM will establish 35 small schools or academies, located in high need areas across the state of Texas. These Texas schools will focus on science, mathematics, engineering and technology instruction. From five to six STEM demonstration centers will be developed to transform current teaching methods for the Texas schools educators, as well as train and prepare teachers for these specialized Texas schools. Additionally, the project will establish a statewide network to promote a broad dissemination of practices throughout the Texas schools. Each new T-STEM Texas schools will include grades 6-12 or will be a high school academy that works with feeder middle schools. Each grade will have about 100 Texas schools students. The focus will be to create personalized, engaging and relevant learning environments. The enrolled Texas schools students will be required to take four years of mathematics and science with participation in related extra-curricular activities. An internship or project in areas related to science, technology, engineering or mathematics also will be required. Educators in these Texas schools will be required to work with institutions of higher education to foster partnerships, dual credit classes, and teacher training opportunities. Funding for the Texas schools T-STEM initiative is $30 million from the state of Texas, $20 million each from the Gates and Dell Foundations, $1 million from National Instruments, and $10 million from the Communities Foundation of Texas, which include leading businesses, foundations and individuals who underscore the significance of these academic areas to the future of our global economy. This information on Texas schools is brought to you by schoolsk-12.


My plumber. . . what a salesman

Copyright 2006 Daniel Sitter It all started with a leaking shower faucet, one of those mixer types with no markings or available seal kits from my local home products store. In the 17 years since we had built our home, I had no occasion to call a plumber until now. I opened the Yellow Pages to find a qualified, local plumbing house. There were quite a variety listed but one caught my eye right away, not because of some fancy ad, but because of their phone number, which was displayed in a larger font next to their relatively small logo. It read 732-DRIP. I did my due diligence and called three plumbing outfits, seeking pricing on my needed repair. It was once again, back to the folks with the unusual phone number. They were the ones that I would hire. The plumber arrived early the next morning right on time. He was a bit younger than I had expected, but had everything he needed as he had already been advised by the home office as to the nature of my repair. He was neat, clean and friendly. His van had their now familiar logo and phone number painted on the sides. He also had them embroidered on his new looking coveralls. He introduced himself with a smile and a handshake as I invited him in. Paul and I chit-chatted for just a minute, as I bragged about my plumbing prowess but relative inability to properly identify the needed parts. He chuckled and asked for the whereabouts of the problem shower faucet. I offered him a cup of coffee which he graciously accepted on his way up the stairs, being so very careful not to bang his toolbox or spill the coffee. I showed him the shower stall and let him go about his business. Paul came downstairs about 20 minutes later with the faulty, 17 year-old parts in hand. He also handed me the empty parts container so that I would know what to order from him if we had need of additional parts for the two other faucets located in the other bathrooms. He explained exactly what he did and reminded me of their unconditional two-year warranty. I gladly signed his work order and handed him his payment. He shook my hand and handed me a refrigerator magnet as well as several business cards. He asked me to please keep him in mind for other repairs that might come up as well as if I would pass his business card to some of our neighbors. With that, he was on his way. Nobody likes to pay for home repairs. A few people may tackle the job on their own, but most will call in an expert. Paul is indeed that expert. He is also quite the salesman for his company. He did everything right, including fixing my shower problem. I’ll never need to consult the phone book for a plumber again. He is an impressive young man and his company should be proud of him. In fact, they are! You see, I called their office after he left to commend this young plumber on his professionalism and skills. I reported to the owner that Paul was on time and well prepared. He was neat and clean, dressed in a company uniform. I commented on his handshake, friendliness, careful nature and warm smile. I told this company owner of his employees’ commanding knowledge of the project at hand as well as his review of the job and reminder of their impressive warranty. Paul made it easy for me to order additional parts without incurring the cost of another service call and asked for referrals before he left. He was all too aware that the other homes in our neighborhood were approximately the same age. All in all, quite an impressive salesman… especially for a plumber!


Deceptive diagnosis

The book, Deceptive Diagnosis: When Sin is Called Sickness, explores the major shift in how Christian evangelicals view and deal with sin. The authors, Dr. David Tyler and Dr. Kurt Grady, believe that the Church stopped calling sinful and deviant behavior “sin,” and started calling it “sickness” beginning in the mid 1960’s. The sexual sinner Apostle Paul wrote about became the sex addict. The thief became the kleptomaniac. The drunkard became the alcoholic. The rebellious child became afflicted with “Oppositional Defiant Disorder.” A family in which the husband will not work, the wife will not keep the home, and the children will not obey is no longer considered sinful; it is dysfunctional. The liar became a compulsive liar. The gambler became a compulsive gambler. The “deeds of the flesh, which are immorality impurity, sensuality, idolatry, sorcery, enmities, strife, jealousy, outbursts of anger, disputes, dissensions, factions, envying, drunkenness, carousing” (Galatians 5:19-21) were all redefined using psychopathological words. Tyler and Grady believe the landscape of evangelicalism today is very disturbing. Christians have jettisoned their commitment to the Bible and embraced psychology. Biblical definitions and categories have changed and a new vocabulary has emerged within the Church. Behaviors and attitudes once regarded as sinful have undergone a dramatic change. Sin is called sickness and confessing sin has been replaced with recovering from sickness. The word “sin” has nearly disappeared from our vocabulary. As such, the impact of the Gospel to a non-believer is less pronounced and the need for progressive sanctification in the believer is minimized. Although we try to make ourselves feel better by calling sin by another name, it is always there. It never fully goes away. “Deceptive Diagnosis” claims that in 1946 the federal government took responsibility for promoting American’s mental health. Some of the initiatives included the National Mental Health Act (1946), the National Institute of Mental Heath (1949), the National Mental Health Study Act (1955), and the creation of the Joint Commission on Mental Illness and Health (1955). It was believed that American society would be dramatically transformed with the building of new mental health centers, the incorporation of training programs as well as countless locations disseminating mental health principles. On February 5, 1963 President John F. Kennedy delivered a national speech on mental health. He referred to mental health as the nation’s number one health problem. In order to confront what was considered a mental health care crisis, Kennedy signed into law the Community Mental Health Centers Act on October 31, 1963. This gave Federal Government backing to the diseasing of America and calling sin sickness. In 1977 President Jimmy Carter organized the Commission on Mental Health. The agency studied the state of the nation’s mental heath and concluded a quarter of all Americans needed mental health services. In the 1980’s an eruption of twelve step programs provided a disease label for virtually anyone who wanted one. The television talk shows capitalized on and added to the success and growth of the disease model. From Donahue to Oprah, common everyday people and celebrities alike pour out their heart-wrenching stories of codependency and other addictions, disorders and compulsions. No segment of society was exempt. Therapeutic holidays such as National Depression Screening Day, National Anxiety Disorder Day and National Eating Disorders Awareness Week were created. Local malls provided a convenient venue on these special days where people could be diagnosed and learn more about their disease. For those who were too busy to go to the malls, a program of mental health education and screening for early detection and intervention was available online or by telephone. The authors’ of Deceptive Diagnosis believe that if a person thinks he is morally fine though physically sick, he will not repent. If one’s bad behavior is a disease, he will not go to Christ for cleansing. If, on the other hand one decides to call sinful behavior, sin, he has made a major shift in his perception of reality. He has acknowledged, like the prodigal son, something is wrong with himself. Confession of sin requires responsibility on one’s part. Tyler and Grady believe that evangelicalism has opened its gates to a Trojan horse by introducing the teachings of modern psychology. Some Christian psychologists have become so beloved that to criticize them would be almost like criticizing the Bible itself. While their intentions may be good, intentions are not the issue. The issue is whether today’s Christians are mixing men’s ideas with the Bible. Amazingly, most of today’s Christian leaders who rightly cry so fervently against so many false teachings are saying little if anything about subtle shifts in biblical interpretation that undermine the faith of millions. In many cases, it reflects a lack of awareness and understanding of the teachings of psychology. The book states there is a tendency today is to forget the roots and ignore the essentials. The doctrine of sin is understandably disliked by the world. Moreover, what is alarming and tragic is the opposition Christians have for the doctrine of sin. There was a time when sin was clear and definite. But who can say that is true today? Vagueness characterizes what we think of sin. Sin is sin, but it is sickness too and Christians must consult the “experts” who are trained in detecting these things. There is no clarity of view, no definition of position and the language is confused. In fact, any attempt to recognize a clear distinction between sin and sickness is branded as being anti-Christian and unloving. The apparent glory of Christianity today is in its vagueness. Tyler and Grady promote the case that labeling sin as sickness is seen nowhere more clearly than in the fields of clinical psychology and psychiatry. From the world’s perspective, clinical psychology and psychiatry are the answer to the mental and emotional problems of man. The word “psychology” actually means “the study of the soul.” Sigmund Freud, in what was lauded as breakthrough scientific exploration, cast aside the study of the soul and redefined psychology in terms of human behavior. Freud placed practical theology in the crosshairs of psychology through his underlying premise that man’s problems are based in man and are solved through man and man alone. He knowingly or unknowingly created a religion around man with theories that are in direct opposition to God’s word. Today’s mental health industry is largely built upon Freud; some 250 to 450 counseling theories are in practice worldwide. They are either directly Freudian, built from underlying Freudian philosophy or are built in opposition to Freud In man’s attempt to run from sin, he also reduced man’s lifespan thus sparing him from a miserable existence mired in sin. Since the Garden, man has continued to run and hide from God, shift the blame for his behavior onto others, and cover his sin so no one will see how miserably depraved he is. The Diagnostic and Statistical Manual of Mental Disorders (DSM) is man’s attempt run, hide, and cover-up. A collection of sins or sin-related behaviors have been composed into convenient lists, labeled as diseases, explained to the lay public using fundamentally flawed research tied to unproven chemical imbalances…and the list goes on and on. The authors believe we have witnessed a severe blow to the body of Christ as a result of the DSM and the disease-oriented culture it has helped to create. Believers everywhere they are sick, diseased, genetically predisposed to illness, etc. Those same believers have been led away from the language and direction of the Bible and into themselves. Progressive sanctification is a foreign concept to many today. Becoming more like Christ each day does not require medication; it requires submission, humility, reconciliation, forgiveness, and most of all repentance. It requires a steady diet of God’s Word, an environment bathed in His presence, and consistent work for His Kingdom. Evangelism begins with believers becoming sanctified and developing a burden for the lost. Those wayward souls do not need more therapy nor do they need an excuse for blame shifting. Dr. Tyler and Grady’s book challenges the worldview of today’s church. Statistics tell us church membership has been steadily decreasing year after year. Sunday School, which was once popular, has also been declining in attendance. Prayer meetings, missionary groups, and fellowship meetings in general are weak and feeble. Today, because of poor attendance, many churches have cancelled mid-week and Sunday evening services altogether or have limited preaching in favor of other activities where the activity is the focus and the gospel is absent or only alluded to by association. Mega churches are growing in prominence, but they are generally marketing driven entities short on doctrine and long on a feeling orientation. Thus, the church as a whole is declining in attendance and in its knowledge and commitment to Scripture. The authors believe that the critical necessity for an accurate diagnosis of a person’s problem is fundamental to solving, or curing, the pathology. If the diagnosis is wrong, the treatment is likely to be not only ineffective, but also potentially dangerous. Dangerous in the sense that the original problem is not addressed and that the wrong treatment carries with it the potential for side effects or other unwanted results. Psychology and Worriers Anonymous will not solve man’s problem. Psychology may help man feel better about himself, but Jesus is the only hope for his sin problem. Jesus Christ is the Great Physician who possesses the cure to the most serious, life threatening problem man faces: his inability to deal with his sin and separation from a Righteous and Holy God. The book “Deceptive Diagnosis” lays the problem on the front door step of the Christian church and it’s up to the church repent and turn back to the Bible as the sole source for truth.