Les Landes presents "Juggling your business and life balance?".
Les Landes presents "Juggling your business and life balance?".
In this presentation called, "Strategic Tips for Cold Calling", e4e partner John Eyres shares his insights on using the right lists, crafting your script, knowing your call matrix numbers, leaving a VM message so they call you back and understanding of the psyche of calling.
In this presentation called "How Setting One Goal Rocked My World," e4e partner John Eyres describes how setting a single goal for his exercise routine changed his life. He discusses the importance of consistency and perseverance, and explains the value of pushing yourself to do something uncomfortable.
In this presentation called "When Do You Cut the Cord, and Let That Prospect Go?," e4e partner John Eyres discusses the results of a survey answering that exact question. He offers different strategies for following up with prospects and explains how they might work differently in different industries. At the end of the presentation, John opens the floor for questions and advice from the audience.
In this presentation called "Using the Phone to Connect with New Business Leads," e4e partner John Eyres describes three core principles of successful telemarketing and teleprospecting. His presentation teaches you how to build and use multiple calling lists, how to develop a winning script and how to make yourself a better caller.
Turn detractors into loyal promoters.
Asking for and listening to the opinion of your customers is worth its weight in gold!
Bonus Content: This article is typically reserved only for paid members of the e4e Academy. But we have unlocked this content through July 2016 to share more of John Eyres' expertise with you for free. John is a featured speaker at our July e4e event. To learn more about the Academy, click here.
John Eyres is expert at getting people fired up to pick up the phone to call clients and prospects. Having some knowledge of how to react and handle calls helps people to get on the phone and make those tough calls. John starts his presentation establishing his credibility and success as an expert in outbound telemarketing with a 30% closing ratio. He is highly qualified to offer helpful tips for telemarketing efforts in which you may need to address the following objections:
John concludes his presentation answering the following audience question:
How do you handle it when you get voice mail?
John Eyres, President of Business Connections Consulting, works with many sales people and business owners to sharpen their cold calling skills and better understand the process of telemarketing. John resides in St. Louis, MO and can be reached via phone at 314-495-2089 or email; firstname.lastname@example.org
Serving customers and setting an intention to create a satisfying experience with them engenders ongoing loyalty and often-extraordinary results. Being grateful and mindful about your customers and attentive to their needs, translates into strong relationships that are mutually positive and supportive. Some likely results: your customers develop business for you. They like you, they trust you, they continue to buy from you and they refer others to you. Most important of all, developing caring habits that keep them happy ultimately make you happy too. Benefit from the experience of our experts who offer you a range of ideas to try out for your benefit and those you serve.
From our Experts:
I like to EMAIL out new and interesting trends I feel would benefit some of my current and past clients. This is a very positive way to help them and help me keep in touch with them. I think they really appreciate the way I send them specific information tidbits they can use in their business.
I send an email every week with a productivity tip of the week that brings value and is quick and easy to read. I get a lot of positive feedback.
I like to give more than my customers are expecting. When opportunities arise to support them in unconventional ways they don’t anticipate, more than a working relationship develops. We also become friends.
Many years ago I had a colleague who said, "Do the best you can and do a little bit more.”
My goal in working with my clients is to make them feel special...like they are my only client in the world. I also want them to trust me deeply.
Doing what I say I'm going to do, when I say I'm going to do it, is important to me. They don't care what I know unless they know that I care.
These are just a few of the partner responses.
For further information, support and advice from thirty experts on this topic and many others, become a member of the e4e community by visiting our website at www.e4ecommunity.com
Calling to set up meetings on the phone is a process that unfolds differently with every call you make. To be on top of your game you need to “connect quickly” at the beginning of your conversation.
You typically have 2 minutes to do the following:
I have four children, one son and three daughters. When we vacationed, my wife and three girls loved their “girly” shopping time. My son Blake and I created our own thing. At age six, I encouraged Blake to start a pocketknife collection. BOOM! We had our own shopping tradition.
Searching pawnbrokers, junk shops, antique malls, dime stores and sporting goods stores we moved up and down aisles on our quest for really “cool” pocketknives. Our collection grew. So did our relationship. Finding something to do in common created a rapport that led to better communication, greater trust and mutual support and encouragement.
I have many memories of connecting with my young son and appreciate how quickly we bonded together in our treasure hunt for the right pocketknives.
You need to do the same type of thing to connect to the person on the other end of your sales call. It’s important to create a genuine encounter moment (GEM) by even the simplest but authentic means. You may say a brief “Hi! How are you today?” or a “Happy FRIDAY!” Or make a comment about the heat this summer; “I am sure ready for it to be over, how about you?” The important thing to remember is to put a smile on your face so your prospect can hear it in your voice and you feel it in your heart. Be sincere.
Create your list of “quick connects” that touch on the weather, sports, movies or current events.
Then move right into the rest of your prepared conversation.
Making a meaningful and genuine connection your top priority moves you closer to your customer, showing your human side and helps your prospects to relax, including lowering their guard about your call.
Having an edge over the competition by learning quick-connect tactics that are sincere and warm, gives you leverage and affects your bottom line sales.
Try it, you’ll like it!
John Eyres works with business owner and sales people who want to stay ahead of their competition. His workbook The Art and Science of COLD CALLING teaches three key principles for a solid calling program; 1. Defining and making quality lead lists. 2. Creating your script. 3. Cold calling tips, strategies and techniques,
Many people I talk to don’t care to make cold calls to get new business. For many it is a fear factor or they just don’t like to be told “NO” when asking for a meeting.
When you do phone calling for meetings or phone conferences, you need to have one thing in mind; does that prospect want to meet with you to know more about the product or services you provide? If not, then just make the next call and move on.
Not everyone wants to meet with you. That’s OK. You are telemarketing to find ones that say “Yes”. Why not have the mindset you’re going to make 100 calls to find the 5-10 prospects that set the meeting? Make it simple; don’t make it hard. Keep up the perseverance.
I remember a story about Jack Nicklaus, one of the greatest golfers of all time. In the 1960s at the peak of his game Nicklaus earned $400,000 on the PGA tour. There was another golfer Bob Charles on the same PGA tour that earned $40,000. As a professional he wasn’t as successful as Jack, with the difference of about 10 fold in income.
The surprising factor was the difference in their respective per round stroke average was less than half a stroke. Yes, the greatest golfer of his time and a very good golfer were less than half a stroke apart.
In sales and cold calling, everything you do affects your quota numbers for closing deals. Forget the fear factor and frustration level and just make the calls. Even making an extra 20 calls per day can yield that one more sale in your weekly numbers!
Set a goal to WIN more sales. Come in first, not second, or third or fifth. How much commission do you earn when you come in second or fourth? Bob Charles still got paid his $40,000, even if he came in second, fifth or tenth. Telemarketing starts the process. It leads to face-to-face meetings, then proposals, which then conclude in sales that make you money. Pick up the phone, start dialing for dollars and smile while you do that!
John Eyres works with business owners/entrepreneurs/sales people who want to stay ahead of their competition. His workbook The Art and Science of COLD CALLING teaches 3 key principles for a solid calling program; 1. Creating quality lead lists. 2. Creating your script. 3. Cold calling tips/strategies/techniques.
He can be reached at email@example.com or 314-495-2089.
Cold calling and telemarketing are one of the strong tools in the “marketing tool box” most owners and sales people need to address. Cold calling is ONE of the main mechanisms to the successful sales person. It is important to realize the phone is your best friend, not the enemy. Calling is a means to an end; to take you from point A to point M eating!
Strategic skill sets include; being disciplined, having persistence and topping that off with consistency equals the KEY to your BREAKTHROUGH every time.
What you do on a daily basis has a huge impact on your future sales. Your attitude determines your altitude. (How high you fly)
The decisions you make about cold calling, guide your direction, which determines your destiny.
“There are no secrets to success. It is the result of preparation, hard work, learning from failure.” Colin Powell.
Sales Rule of Thirds
As a sales person or business owner, make sure you comprehend the sales RULE OF THIRDS.
You get 1/3 of your sales, no matter what you do. And 1/3 of sales you are not going to get. It is the last 1/3 of the sales which are up for grabs, and where excellent sales people separate themselves from mediocre sales people.
Leveraging the last 1/3 of the sales process and knowing you are the person responsible for making things happen requires you take goal oriented action to increase your sales.
A Look at the Psyche of Cold Calling
Sales people typically see cold calling as scary, unpleasant, boring, repetitive, pressurized, confrontational, getting rejections, and demoralizing.
Let’s look at how prospects see cold calling done poorly. They view it as a nuisance, unwanted, dishonest, tricky, shifty, contrived, unprepared, indiscriminate, insulting and patronizing.
Now adopt a new perspective and reverse your mindset. Let’s look at what successful cold calling really means. It should be straight forward, honest and open, interesting and helpful, thoughtful and reasoned, professional and business like, enthusiastic and upbeat, informative, thought provoking, along with credible and reliable.
Read the above psyche areas over and over, understand what YOU view cold calling as to your personality. Then realize what the prospect feels on the other end of the phone, and make cold calling the success side it needs to be to generate meetings that result in proposals, that pump up the sales that make you money. Be a winner on the phone and don’t let cold calling slow you down. Have an attitude of “I am the best caller on my sales team”, and be passionate about conversing on the phone, sharing your smile, happiness and confidence which plays through the phone, then the prospect respects your call and in return sets up that meeting!
“The winners in life think constantly in terms of I can, I will, and I am. Losers, on the other hand, concentrate their waking thoughts on what they should have or would have done, or what they can't do.” Dennis Waitley
Be the best at your sales craft, study the psyche of cold calling, focus on what the prospect will be excited to hear in your sales pitch, and GAIN that last 1/3 of the sales you are due, never looking back, only moving forward to the next phone call to repeat the winning process over and over and over again!
John Eyres, President of Business Connections Consulting, works with many sales people and business owners to sharpen their cold calling skills and better understand the process of telemarketing. John resides in St. Louis, MO and can be reached via phone at 314-495-2089 or email;firstname.lastname@example.org.