Valerie has built and runs a very successful call center that does cold calls and other calling for you. So, if you don’t want to do your own calls – her firm can make it happen.
We are now two weeks into the 90 day cold calling challenge, and we are beginning to see that consistency is the key to success.
Most participants have made over 200 calls and are starting to see that consistency does pay off.
Today I want to share a few more of the benefits that a consistent cold calling program can add to your lead generation process helping you build your business.
1/ By practicing and making cold calls, you become so much better at communicating over the phone at all times (not just during cold calls).
I have also become the new President Elect for the Toastmasters of Rowan University. One of the key Toastmaster exercises is what we call table topics. The exercise teaches you to be quick on your feet. You are given a topic and must talk about it for 2 minutes or so. This gives you the confidence to think and adapt as you talk, a crucial skill required for cold calling.
Cold calling is full of surprises and questions and emotion, and you never know what you are going to encounter. These constant challenges make you so much better on the phone and at answering questions and thinking on your feet.
I guarantee that if you do a 100 cold calls a week you will be better on the phone and better at getting on the phone to do whatever else you need to.
2/ Your phone skills transfer across your daily sales process in many other areas.
Those skills that you have learn and developed on the phone will quickly transplant and translate to other relevant areas in your daily sales life.
When you are asked a question on the spot, you are more comfortable answering it.
When you call a client or a hot lead, you can more effectively talk with them.
There is only one way to get great on the phone – Get On The Phone.
3/ You will begin wanting to get on that phone every day – your hesitation ceases
Many of you are former or current athletes and love competition. Eventually, competition is what this becomes. You develop an urge to make the calls. It becomes a real challenge that you are not willing to lose.
You are already very self-disciplined, and this kicks it into high gear. You have to see how much better you can get. You have to cold call simple because you refuse to lose.
And that, my friend, makes you amazing and creates even more success.
Your top line will begin to increase.
If you are not doing cold calls, if your team is not doing them, you are missing out on a great opportunity to become so much better and make so much more money.
One hour a day is all we are asking, but on a consistent basis.
You will be amazed.
If you are not in on the 90 day cold calling challenge yet, you can still get in.
Posted by Manny on March 6, 2017
Posted in Leadership
How Effective Is Your Response?
You want to do more business, so you hire a company to help you attract leads.
They help you setup your website so that people can find you, and you now appear at or near the top of the search list.
The prospect fills out the form and hits submit.
The form comes to you seconds later, but what do you do when it reaches you?
How fast does your team respond?
How well and how effective is your follow up?
The other day I was looking at some project management software on the web for a client of mine.
I filled out the web form, and in less than 10 minutes my phone rang and a sales rep was on the line ready to talk with me.
Is your team that fast?
Inside sales or outside sales.
If you put the form out there to get leads, you better be ready to respond.
He not only called, but when he called, he was ready to listen.
He asked the right questions.
How could he help me as I considered the software? Help me?
How do I plan to use it moving forward? Did I ask myself the right questions?
How could he help me to better understand and make the right decision?
So how good is your team?
You may spend thousands of dollars on a website, SEO, Facebook Advertising, and Google Ad Words, but what if you skip the people skills? If you want to close the business, make sure your people are as good as your process.
Three keys to help you be more effective.
When someone fills out a form online during your work hours, you must reach out within 5-10 minutes – this has to be that high a priority. No excuses. The prospect is doing research and is likely filling out many other forms as well.
Even after hours, you should respond– Carry a cell phone?
Schedule a different rep to cover each night?
What about the weekends?
We live in a 24/7/365 world, and people want answers when they want them.
You do not want to miss an opportunity.
Later may be to late.
When you reach out, remember the mindset of your customer:
What’s in it for ME?
How can you help them the way they want to be helped?
Lead them to the solution.
Walk with them toward the answers.
Answer questions for them.
Have questions prepared that can get them talking.
Make sure they are doing most of the talking and that you are doing most of the listening.
3/ Follow-up Next Step
What is the next step?
You would be amazed at how many times this prospct is forgotten, much like that business card you were given at a networking event.
Learn more in my book, “My Sales Follow Up Sucks.” Click here.
Order your copy today – just click this picture.
So collect their information.
When should you connect back?
What is the best way I can connect back with you, Ms. Prospect?
Phone, email, text, stop by?
What time of day would you prefer?
How long should you wait? Ask?
Then say it back to them, “OK, Martha, I will text you back next Wednesday after 3PM.
And make sure you get back to them when you say you will.
You invest in these systems to get better leads and get them faster.
The process may be working, and you are excited.
But how you do you measure your improvement and success?
Know where every lead comes from and where every close began.
How much did that lead really cost you?
Was that generation tool a great investment? Should add more funds?
What is your ROI? What is the ROI you want to have?
Success means taking a suspect and turning them into a prospect, then a customer, and then a customer for life.
But it all starts by being fast to the draw.
It all starts by hitting the target and being effective.
What could make you better?
If your team is not there yet – call me and let’s make sure we know how to get them there. Set up a call today, click here.
Sales is a number game, and in today’s world, it is about speed of response.
You don’t want to wait, and neither does anyone else.
So make sure your team is fast, effective, and follows up.
To learn more about Lead Generation – get a copy of my new book:
Posted by Manny on February 27, 2017
Posted in Leadership
Using the Internet, today I can learn so much about selling.
Almost every day brings a new way, a new person, a new methodology, and/or a new tool.
I cannot believe we were ever able to sell without them!
Every day I speak with my prospects, I hear over and over again:
Why can’t I find people who can sell?
What ever happened to great sales people?
Is there anyone out there who knows how to do more than just email or wait for leads to find them?
Is there anyone who’s not afraid to sell?
Who can bring home the gold consistently, over and over and over again?
Yet, every day, people are distracted by and pulled into new methods and techniques and tools, but sales remain the same, or even fall.
I love technology. I grew up as a computer programmer and ran a software company. I am amazed at what we can do today. Amazed.
The tools we have at our fingertips are phenomenal.
On and on and on.
So why aren’t our sales doubling?
Just like the latest saw or hammer will not help you build a new home without the necessary skills and plans, neither will any of these tools help you if you don’t employ a system and actually learn how to sell.
But if you can take these new tools and add them to a sales system and developed sales skills, then you will excel and double your sales.
Today, 3 keys to selling and selling well.
1/ Lead Generation
Find those who will buy.
Fill the funnel.
Prospecting is the start of any great sales process.
Set a target, define the players and get out there and meet and greet them.
Continue filling the funnel until it overflows with great prospective clients.
If you want to learn more – check out a copy of my latest book for only 99¢.
If you examine the great leaders of the past, you will see one thing they all do well – they develop other great leaders, many times leaders even better than themselves.
True leaders are never afraid to empower those under them to excel and be even better than they are.
They are never afraid that their job or company will be taken away.
Great leaders always have another mission to go to. If you are better than me, then I can move on.
Jack Welch is one great example. So many people who worked under Jack went on to successfully lead other organizations and create great success.
Jack developed GE into one of the best companies in the industry, but even more impressive, he also developed an unbelievable number of leaders who went on to do even more.
If you are a great leader, never fear or be intimidated by those you hire. Always look for people who can replace you, because they will allow you to move on to even greater things.
The best example was Jesus Christ. He built a team of 12 disciples and told them, “Very truly I tell you, whoever believes in me will do the works I have been doing, and they will do even greater things than these, because I am going to the Father. John 14:12
So what is holding today’s leaders back?
First, understand that to be a leader, you must stand for something.
When you stand for something, you’ll have critics and those who disagree. Not everyone is going to like you.
But when you stand strong, it sends a message, and people follow. We can see a great example of this in our new President, Donald Trump. Like him or not, he is a leader and stands for something.
Great leaders move toward something at all times. They have a vision. They have a destination.
“If you don’t stand for something, you will fall for anything.” Many have said it, and it is so true.
So how do you develop great leaders? Today, let us explore 3 keys to making it happen.
1/ Lead by example.
You must work as hard as anyone on your team.
Think quickly on your feet.
Make things happen.
Take the blame and give the credit.
Treat others very well, but expect a great deal from them.
2/ Surround yourself with the best people.
These might be average people with unlimited abilities.
Remember the disciples Jesus chose: rustic, uneducated, lacking social skills.
Find the best people, the ones with vision, drive and passion.
You can develop the skills.
Don’t be afraid to hire the best and demand even more from them.
The more they keep you on your feet, the more they will grow, and so will you.
3/ Everyday, teach and develop your people
to be stronger, better leaders than you.
Give them rope to hang themselves.
Let them fail.
The greatest lesson I ever received was being punished for failing to make a decision, but never for making the wrong decision.
Make them stretch way beyond what they think they can accomplish.
Raise the expectations you have of them way up.
Be there for them.
You want respect. Friendship is great, but respect builds leaders.
Three simple but very hard pieces of advice for you to implement in your organization to create great success through great leaders.
If you want to build a great organization, it starts with you and your ability to build great leaders.
Lead by example.
Surround yourself with the best.
Teach and develop the best into even better.
Now go do it.
If you need help, watch this 18 minute video and then set up a 30 minute call with me. Hesitation will never get you there. Stop thinking about it.
Helping you understand and learn the dozens of lead generation tools and techniques that are available to help you generate leads in your business. Each show will feature one tool/technique and expert. Start generating more leads which will lead to more sales for your business.
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