Improve Your Decision-Making
(1)Trust statistics over stories. (2)Realize you’re the same as others, not an exception. (3)Don’t “lock-on” to a number thrown out as an example – do your own research. (4)Don’t let the environment sway you – change your surroundings to clear your thoughts. (5)Consider alternatives even if they go against your own feelings.
Getting Voice Messages Returned – Part 3
1) Mention your contact information twice if possible (at the start and finish or twice at the end). Talk at the same speed as your message when leaving your contact info. 2) Practice until your scripts sound natural. 3) Concentrate on your presentation as much as your script. Keep your energy and enthusiasm at a high level.
Getting Voice Messages Returned – Part 2
(1) Personalize your script with the prospect’s name and other information you may know about them. (2) Let them know you have a solution to their problem. (3) Tell just enough to get their interest, but not too much detail. You don’t want them to be able to decide on your offer without talking to you first.
Getting Voice Messages Returned – Part 1
1) If possible, send an email to prepare your prospect for your call. Then refer to the email when you call. 2) Have more than one script if you need to leave multiple messages. 3) Make sure your script tells who you are, how they can reach you and why they should return the call.
Positive talk leads to more sales
Notice the difference between “I can’t remember anyone’s name” vs. “I’m working to improve my memory.” Isn’t the second response better? When confronted with an unreasonable request, a positive response can be, “I can’t do that, but this is what I can do…” Also, replace “I have to…” with “I’ll be glad to…” and replace “I’ll try to…” with “I will…”
Phone Follow-Up
Agents who don’t have a phone script often lose focus and are easily distracted. The best phone presentation is preceded by lots of practice. Build in questions to make sure the prospect is understanding your ideas and you are discussing points that are of interest to them. And remember, never interrupt.
Networking Tips
(1) Network to support client needs, not just for reciprocal introductions (2) Discuss bilateral relationships with other professionals, rather than just assuming others will advocate for you (3) Small, close-knit networks are more effective than many, less effective professional contacts.
Words That Work (by Frank Luntz) – part 2
“Accountability” – More than ideas, people give their trust to those who take responsibility for their actions. “Results” – Good intentions are meaningless to consumers. They want bottom-line practicality. “Innovation” – Implies boldness and forward-looking, which is better than ‘new and improved’.
Words That Work (by Frank Luntz)
“Imagine” – creates an offer that is personalized based on the thoughts and feelings of the reader. “Hassel-free” – Consumers want ease of use and convenience (it’s worth 10 to 20 percent higher price, based on surveys). “Lifestyle” – creates a personal view of an individual, rather than that of a group or community.
Body Language
Body language is estimated to communicate more than 50% of what we express. Non-verbal signals are received and evaluated by others. To show strength and determination: 1) stand with your arms slightly away from your sides 2) sit with materials spread in front of you a little more than shoulder width 3) behind a desk, stand up, lean forward and plant your finger tips spread apart on the desktop.
To keep your name in front of prospects
Capture more email addresses by 1) offering a free online newsletter, 2) conducting a web-based survey, 3) asking those on your list to forward your information to others that might be interested and 4) promoting your email address in off-line communication (general ads or direct mail)
For effective letter writing
For effective letter writing; start with a single authoritative statement. The best opening paragraph is a sub-head or a single sentence. Everything you need to say should be up front. All that you want to say can come later.
Evaluate how you say hello graciously and how you say goodbye memorably
1) Does your receptionist politely say please and thank you? 2) Do you send a thank you note to express your gratitude? Treat your customers and prospects cordially. Build your brand from start to finish.
Direct Mail vs. Telemarketing
Direct Mail today is the preferred method of lead generation. Almost 85% of U.S. households are on the “Do Not Call” list, so market penetration is much better with mail. In addition, direct mail is less intrusive. Prospects have shown they’re more likely to mail an inquiry card than talk to someone.
When negotiating – Part 2
1) Don’t monopolize the conversation 2) Pretend to not understand to get more details 3) Don’t complain… about anything 4) Don’t dwell on past problems – solve them and move on
